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From Quotas to Pipeline Goals: Redefining Sales Accountability for Sustainable Growth
September 28, 2025by Dr Dawkins Brown
The Quota Dilemma For generations, sales organizations have lived and died by quotas. Meeting them meant survival — missing them often meant termination. The “quota culture” has been drilled into sales teams as the ultimate accountability mechanism. Yet, in practice, quotas often create fear, short-term thinking, and distorted decision-making. At Dawgen Global, we ask:...
