Only 25% Hit Quota? Strategies for Closing the Attainment Gap This Year

Experts share actionable tips for diagnosing and solving for gaps in quota attainment

Quota attainment is the barometer of sales success—but persistent gaps signal deeper challenges that demand attention. For sales leaders, uncovering the root causes behind missed targets is no longer optional. Revenue Operations holds the key to unlocking impactful action.

This session dives into:

State of the nation: Benchmarking your team against industry-wide attainment trends.
Root-cause diagnosis: Learn to leverage your data to uncover the story behind low attainment rates.
The GTM puzzle: The interplay of quotas, territories, incentives, and other levers driving performance.
Levers to pull: Discover when and how to pivot for maximum impact.
Driving alignment: Mastering change-management comms across the organization.

This is part of the RevOps Kickoff 2025 series.

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What we'll cover

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With your hosts:

Christina Straggas

Head of Global Sales Compensation, Equinix

James Jackson

Global Head of Sales Planning, Compensation, and Systems, Snowflake

Nabeil Alazzam

CEO & Founder, Forma.ai

Nabeil Alazzam is the founder and CEO of Forma.ai, the only Sales Performance Management (SPM) platform that leverages AI and data science to optimize and individualize sales compensation for large enterprises. With over $1 trillion spent each year on sales compensation in North America, he founded the company in 2016 with a vision that AI could disrupt the wasteful legacy approach to incentivizing and motivating sellers. Forma.ai’s SPM platform now processes billions in commissions annually for customers worldwide. Prior to starting Forma.ai, Nabeil was a sales force effectiveness consultant for Fortune 100 companies and developed a deep understanding of the inefficiencies in enterprise sales organizations and the way they manage sales compensation.

Kyle Webster

Chief of Staff, Forma.ai

Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multiple industries, with deep experience in software/technology, distribution, and retail.