Productivity
Design a comp and quota plan
Quotas from attainment history, and a plan that costs what you expect.
Fill it in
What reps have actually done.
What the plan has to deliver.
At several attainment distributions.
Your prompt
Design the quota and comp plan. Target: [your revenue target] Set quotas from the ATTAINMENT DISTRIBUTION, not from the target divided by heads. Dividing produces a number nobody has ever hit, and a plan where most of the team misses is a retention problem dressed as a stretch goal. Aim for a majority at or above plan. That is what makes a comp plan motivating rather than demoralising, and it is a design choice rather than an accident. Model the cost at several attainment distributions, including the good one. Accelerators are cheap in the plan and expensive in a strong year, and finding that out in Q4 is how a plan gets changed mid-year, which costs more than the money. Ramp new hires explicitly.
Use Design a comp and quota planOpens with everything above already filled in.
Why this works
Dividing the target by heads produces a number nobody has ever hit, and a plan where most of the team misses is a retention problem dressed as a stretch goal.