In partnership with
The future of AI customer service is at Pioneer
There’s only one place where CS leaders at the cutting edge will gather to explore the incredible opportunities presented by AI Agents: Pioneer.
Pioneer is a summit for AI customer service leaders to come together and discuss the trends and trajectory of AI and customer service. You’ll hear from innovators at Anthropic, Toast, Rocket Money, Boston Consulting Group, and more—plus a special guest keynote delivered by Gary Vaynerchuk.
You’ll also get the chance to meet the team behind Fin, the #1 AI Agent for customer service. The whole team will be on site, from Intercom’s PhD AI engineers, to product executives and leaders, and the solutions engineers deploying Fin in the market.
Quota Isn’t the Problem
Sales Insights for Elite Performers
Let’s get one thing straight: quota isn’t the enemy. If your team is missing numbers, it’s not because the target is broken, it’s because the system is. Quotas simply measure the output of your machine. When the machine is tuned, the number feels inevitable. When it’s not, the number feels impossible.
Too many managers blame “unrealistic quotas” when the real issue is sloppy pipelines, weak activity standards, and zero coaching accountability. High performers don’t obsess over the target, they obsess over the inputs that make the target automatic.
Quota is just the scoreboard. If you’re losing the game, stop yelling at the scoreboard and start fixing the plays.
Action Steps: Fix the System, Not the Scoreboard
Audit Your Pipeline – Cut the fluff. If 50% of deals in your CRM aren’t real, you’re building on sand.
Raise Activity Standards – Define the daily non-negotiables: calls, demos, follow-ups. Precision > volume.
Coach, Don’t Cheerlead – Don’t just pump reps up. Teach them how to close tighter, faster, smarter.
Inspect Leading Indicators – Win rates, cycle times, deal size. Quota will take care of itself if these trend up.
Kill the Excuses – If your system is sharp, quota is never the villain. It’s the proof your machine is working.
Quota isn’t the problem. It’s the mirror. And the reflection will tell you exactly how well or how poorly your system is running.
