As a salesperson, your success rests largely on quota attainment. Make quota consistently, and you’re a superhero. Miss quota a few months in a row, and everyday inches you closer and closer to a performance plan. For reps or managers in the latter bucket, desperate times often call for desperate measures. First, maybe hitting the number is a matter of closing a few more deals. Then, suddenly, you’re stretching the truth on features and saying, “Sure, we can do that!” when you’re not sure you can really do that — or worse, you’re sure you absolutely cannot do that. Sales […]