Our company switched quota models for our sales team and I need your input.

Historically, we always calculated quota as the revenue you brought in last year plus a growth percentage. Now, it's calculated off the forecasted revenue of what is estimated to come in plus a growth percentage.

Pro: Don't suffer from declining accounts
Con: Don't get compensated for accounts with predicted growth

Do other companies do this? How could this incentivize the right behaviors? Am I missing something?

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