How many of your reps should be hitting quota? It’s tempting to say “all of them!” But that’s not realistic. Not all AEs work out and quotas shouldn’t be a “gimme”. Using BenchSights data, we looked at AE performance tracked against overall group performance:
What % of AEs Performed below/Above Quota?
Grouped by How Their Segments Performed Overall
- AE segments which collectively performed “Under Plan” had a median of just 10% of their reps at/above quota, with 55% missing badly.
- AE segments performing “On Plan” or “Above Plan” had a median of 20%-34% of their reps at/above quota, and 17%-20% missing badly.
Of course, it’s no surprise that if 55% of your reps whiff, you’re going to miss your plan! The valuable insight here is that you can be comfortable with up to 20% of your reps missing badly. Just make sure that at least another 20% meet or beat quota, and give yourself some cushion. In our data, the “On Plan” segments delivered a median of 88% of Quota Capacity* – so 12 points of cushion.
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* AEs “missing badly” is defined as performance of <75% of quota. Quota Capacity is total ARR bookings achieved by the AE team divided by the product of (1) avg. Quota per AE and (2) avg. number of AEs.