[numlocked]

But surely all the logic applied here to commissions also applies to quotas, right? (measuring performance, assigning credit to a sale to a particular sales rep, dividing up territories equitably, etc) But the post doesn't mention eliminating quotas. Wouldn't they go hand in hand? Can you have a sales force without quotas?

[tghw]

Someone else from Fog Creek can correct me if I'm wrong here, but I believe our sales team has a quota, but the individuals don't really. This way, they're all helping each other to reach the team quota, instead of possibly working against each other in order to hit their own quotas.