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The Recovery Mechanism · Finding 11 of 16
Can underperforming sales reps recover to quota?
Finding
29% do so, and only under continuous measurement. Among those who recovered, capability scores moved from approximately 55 to 69 - a measurable capability gain that preceded the revenue improvement.
The data
What it means for revenue leaders
Nearly a third of underperformers can recover — materially higher than most revenue leaders assume. Butrecovery correlates with sustained measurement, and it’s time-bounded: month 12 functions as a decisionpoint, not an informal hope things will turn around.
How this was measured
Underperformer cohort tracked across multiple assessment cycles. Recovery defined as subsequently achieving quota target.
Source: Global Sales Capability Index 2026 (Uhubs). Based on 500,000+ dual-scored sales capability assessments across 45 countries and 30+ role types, 2020–2026. Published April 2026.
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