Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case?

Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers.

HIGHLIGHT QUOTES

The notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing."

Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors. Because I'm responsible now for every single head versus cohort so now I'm going to be skip-leveling all the time, which is very healthy in many respects. But, there's a lot of leaders out there who'll press on and get in your way and it's not always healthy."