Quota Relief in a Crisis? When and How to Do It

One of the questions I hear from CROs and RevOps leaders is: “Should we adjust quotas for the sales team when the market shifts?”

It’s a fair question — and there’s no one-size-fits-all answer.

When markets tighten, territories get realigned, or reps lose big accounts overnight, the instinct is to do something to keep motivation and morale up. Sometimes, that “something” is quota relief.

I’ve seen this up close. During my time at Intapp, when the COVID-19 pandemic hit, our business leaders moved fast. They provided what was essentially quota relief to most sales teams, and they did it in a way that felt fair, intentional, and clear. It made a huge difference in morale and trust at a time when everything felt uncertain.

Here’s what I’ve learned works best:

✅ Get clear on the trigger. Quota relief shouldn’t be handed out just because someone asks for it. Tie it to clear events: macro shocks, lost territories, big market swings.

✅ Partial vs. full relief. Full quota relief is rare. Often, partial relief (trimming targets for a certain period or territory) keeps things fair without gutting the plan.

✅ Governance and transparency. Any relief should be approved, tracked, and visible. Reps talk. So do managers. Make sure you have a clear process so your plan stays credible.

✅ Message it right. Quota relief is a powerful signal. Done well, it says: “We’ve got your back. We know this is tough, and we’re adjusting with you.” Done poorly, it can erode trust and cause more headaches than it solves.

Quota relief can be the right move, but it needs to be thoughtful, fair, and clear.

This is exactly why we built EasyComp to handle scenarios like this. With EasyComp, quota relief can be managed, documented, and communicated in real time, so everyone knows what’s changing, why it’s happening, and how it affects their plan. No hidden surprises. Just clarity.

If you’re thinking about how to navigate this with your team right now, I’d love to hear from you:

👉 Have you offered quota relief before? 👉 What worked? What didn’t? 👉 What advice would you share with other sales leaders?

Drop your thoughts below, let’s compare notes. 💡

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