Ask, What was the sales quota attainment last year? If a company has added too much sales capacity too quickly ahead of its ability to make those sales people productive, its quota attainment is going to be at a low percentage—maybe 60 or 70 percent. Those are bad numbers. But if the startup is hiring in a measured fashion and is seeing aggregate quota attainment of 85 for 90 or 100 percent, those are really good numbers. Over 100 percent, of course, is fantastic. It means the company desperately needs more sales reps and, arguably has underhired.
