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  • April 2021
  • Article

The Effects of Quota Frequency: Sales Performance and Product Focus

By: Doug J. Chung, Das Narayandas and Dongkyu Chang
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details
Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance
Related
  • 25 Jan 2017
  • Working Paper Summaries

The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment

Keywords: by Doug J. Chung and Das Narayandas
  • 22 Mar 2017
  • Research & Ideas

What's the Ideal Frequency for a Sales Quota?

quota. This raises a key question for sales managers: What kind of quota is the most motivating? Could salesforce performance be kick-started if that quota incentive was delivered more frequently? The answer... View Details
Keywords: by Carmen Nobel

    The Effects of Quota Frequency: Sales Performance and Product Focus

    This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details
    • 22 Mar 2017
    • News

    What's the Ideal Frequency for a Sales Quota?

    • 14 Aug 2017
    • News

    Study: More Frequent Sales Quotas Help Volume but Hurt Profits

    • March 2020 (Revised October 2020)
    • Module Note

    Sales Force Compensation

    By: Doug J. Chung
    The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the... View Details
    Keywords: Sales Strategy; Sales Force Management; Sales Compensation; Salary; Commissions; Bonuses; Quota Setting/updating; Quota Frequency; Extrinsic Vs Intrinsic Motivation; Salesforce Management; Compensation and Benefits; Strategy
    Related
    • 17 Jan 2017
    • First Look

    First Look at New Research: January 17

    that impact perceptions of leadership. These observations suggest actionable opportunities to improve team leadership behavior. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52114 The Effects of Quota View Details
    Keywords: Sean Silverthorne
    • 28 Aug 2018
    • First Look

    New Research and Ideas, August 28, 2018

    Das Narayandas, and Dongkyu Chang Abstract— This study investigates the comprehensive and multidimensional effects of quota frequency on sales force performance. We develop a theory of salespeople’s behavior... View Details
    Keywords: Dina Gerdeman
    • 22 Oct 2019
    • Research & Ideas

    Use Artificial Intelligence to Set Sales Targets That Motivate

    is a writer based in the Boston area. [Image: stock_colors] Related Reading What's the Ideal Frequency for a Sales Quota? Money and Quotas Motivate the Sales Force Best Why Salespeople Struggle at Leading... View Details
    Keywords: by Michael Blanding
    • 29 Aug 2017
    • First Look

    First Look at New Research and Ideas, August 29

    August 14, 2017 Harvard Business Review Study: More Frequent Sales Quotas Help Volume but Hurt Profits By: Chung, Doug J., and Das Narayandas Abstract—No abstract available. Publisher's link:... View Details
    Keywords: Sean Silverthorne
    • 26 May 2022
    • News

    Bidding Up

    trillion to date in worldwide government revenues through increased efficiencies in the sale of essential but difficult-to-auction entities ranging from radio wave frequencies to mineral and timber rights. Before the introduction of... View Details