Sales is a volatile profession where the attrition is around 35%. And rigid quotas without any support from the manager8217;s end are one of the factors that lead to attrition. It’s important to communicate your expectations to your sales reps and create a space for them to express their problems and reservations. Based on these problems, you can support your sales staff in a couple of ways. Dynamically roll up or drill down into quota data to gain detailed insight into goal attainment and sales performance in real-time, at any level of granularity. Easily adjust quotas during unexpected market shifts or changes in corporate objectives. Meetings Held: Meetings held is the first reasonable metric to consider. If SDRs are given accounts and contacts, pay them up to 100% of variable compensation on meetings held. This keeps them engaged when they lack control over what happened upstream or what will happen downstream. If they are given accounts but are responsible for sourcing their own contacts, then it is a judgment call as to whether or not to pay on meetings held. If they are given neither accounts nor contacts, then do not pay on meetings held since it creates too much incentive to inject garbage into the pipeline.