Episode #265: Tetiana Gorbunova, Chief Sales Officer at Jooble, explains why quota-driven bonuses can sabotage ABM by pushing sellers to chase late-stage deals and pressure prospects. She shares how her team removed the bonus system and replaced it with KPIs, development plans, and structured performance reviews. She explains how this shift reduced desperate outreach, improved nurturing, and increased knowledge sharing across the team. She also describes why the result was stronger revenue, better team morale, and faster skill growth.“We just canceled the bonus system. Now, we have KPIs and personal development plans with personal goals for each salesperson and each customer success. We conduct performance and salary reviews once a year. We have, on a regular basis, monthly reviews where everyone brings some successful or unsuccessful cases with the customers, and it really helps to grow the whole team.” - Tetiana GorbunovaTetiana highlights how quota incentives can create internal competition, rushed outreach, and poor early-stage nurturing. She recommends replacing bonus pressure with clear KPIs, coaching plans, and consistent performance reviews so teams collaborate, share what works, and stay engaged with prospects until timing is right, improving both revenue outcomes and team capability.Follow Tetiana Gorbunova on LinkedIn Follow Steve MacDonald on LinkedIn

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