quota attainment

  • Why 72% of Sales Reps Miss Quota: The Participation Trophy PTSD in the C-Suite
    • December 5, 2025
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    participation trophy

    Why do 72% of sales reps miss quota—and still keep their jobs? Blame the participation trophy mindset creeping into the C-suite, aka Participation Trophy Stifling Determination (PTSD). From Little League fails to sales floor flops, here’s how to crush it with real accountability in 2026.

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