When the TOP 10% make a play for quota relief, they lead with numbers and facts; they never lead with extenuating circumstances (a.k.a. dog ate homework stories about why that account didn’t spend or why this account canceled their contract).

If you’ve watched the same folks on your team hit their numbers year over year – and you’ve struggled – you may have a good case to plead.

On the other hand, now is a good time to look in the mirror and appraise your skill deficiencies. You don’t want to engage in a conversation about performance with your manager without thought for your culpability.

Examining the facts about how your patch is performing this year compared with your team and the whole sales force is a good exercise, regardless of how the data is used for quota relief.

When you speak with your manager, bring only facts to the table and eliminate all references to others on your team. This is about you, your patch, and your competencies.