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;Set boundaries.

On May 17, the tech giant informed employees that the company is holding off on the requirement, which was set to go into effect on May 23.

“Together with the actual measurement and definition for target setting, there are many areas of potential pitfalls for companies and compensation professionals.”

You can download a graphic report of findings, a summary analysis of the trends or a short quiz that you can use to start productive goal-setting conversations in your organization.

The percentage of sales teams meeting the benchmark declined each year since 2017, reaching a low point in our most recent data set, as shown in Figure 1.

Nearly 40% of respondents took one or more actions to address incentive plan goal-setting challenges, such as delaying the timing to finalize goals, widening performance ranges, and adding or increasing the emphasis on relative metrics.; ;Most respondents are not planning significant changes to incentive plan designs for 2026 or the short-term incentive (STI ) performance mix or long-term incentive (LTI) award vehicle mix.Most also have not made changes to equity grant practices in response to stock market volatility or proposed shareholder advisory group policy changes.; ;Among respondents with incentive cycles ending in 2025, most (roughly half for STI and 60% for LTI) do not currently anticipate the use of discretion, with one-third taking a “wait and see” approach.

Sales managers struggle to get quota setting right.

The Solution To address these global-local challenges, organizations can use the following strategies: ;Create a set of standard GTM/coverage blueprints.

Relatedly, we should understand that not everyone has the same set of preferences as to how and when they communicate.

Key Takeaways Setting a precedent.