THE 0% QUOTA CLUB (AND WHY THE SAME MEDIOCRE REP HITS 70% AT ONE COMPANY AND 0% AT YOURS)

Summary from the TLDR Founders newsletter

In surveys, only 18% of early-stage teams had 70%+ of their reps hitting quota, and a majority were sitting at 20% to 40% attainment or worse. Inside those averages was a group of reps who closed essentially nothing all year. Mediocre reps are an output of the system, not an input. Companies need extreme product-market fit, tight processes, and substantial support for reps to succeed.