@eastonuniversity: Are Sales Managers Responsible for Missed Quotas? IF HALF YOUR SALES TEAM IS MISSING QUOTA, WHY ARE YOU BLAMING HALF YOUR SALES TEAM? Imagine Boeing announcing that only 48% of its airplanes successfully reached their destinations. Would leadership blame the individual airplanes? OF COURSE NOT. They'd shut down the fleet and investigate the entire manufacturing process. The design. The engineering. The systems. The quality control. SO WHY DO SALES ORGANIZATIONS THINK DIFFERENTLY? When half the salespeople aren't hitting their numbers, leadership often assumes those individuals are the problem. But what about the sales process? The training? The coaching? The quotas? The leadership? I'm not suggesting salespeople shouldn't be held accountable. They absolutely should. But when HALF your organization is struggling, you need to examine the ENTIRE system. And remember something else. The product of a sales organization isn't meetings. IT'S REVENUE. If the system isn't consistently producing revenue, leadership needs to understand why. **CEOs, CROs, VPs of Sales, and sales managers:** When 50% of a team misses quota, who should be held most accountable? Matt Easton Founder, Easton University #SalesLeadership #SalesManagement #SalesQuota #SalesCoaching #SalesPerformance #EastonUniversity

Matt Easton (720) 660-3202

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Sunday 18 October 2026 15:59:22 GMT