You don't really have PTO if you don't also have Quota Relief. 

It blows my mind how many salespeople don't know what quota relief is.

It's sad because it's something every salaried salesperson should have.

Quota Relief is the reduction of quota for extended time off.

The problem with "PTO" or "Unlimited PTO" is the salesperson is generally still required to hit full quota, which means they don't really have "time off" since they're still expected to perform the same amount of work.

- Salespeople need extended time off (1 or 2 weeks)
- Salespeople perform better after extended time off
- Salespeople won't take extended time off without quota relief

The last one may sound tricky because they may still attempt to take a vacation, but it won't be a real vacation, it'll be a working vacation.

Trying to push a sales team to hit full quota 12 months out of the year is like trying to use an iPhone without properly charging the battery.

If your sales team is burnt out and missing quota, it may not just be that your quota is too high, it may be that your reps have no opportunity to reset and recharge. 

Give them quota relief. 

Without it, they don't really have PTO.

There are many ways to approach a quota relief program but one thing you should make sure of is that it's only used for extended time off in full week increments.

Don't allow reps to use quota relief to take a couple days off here or there (that defeats the purpose), which is to have your reps disconnect and recharge 1 or 2 times per year (minimum).

You can allow for them to earn more quota relief with longer tenure and great performance over time.

This is what investing in your people looks like.

Happy Selling,