The Quotas vs. Production KPI measures the effectiveness of sales agents at meeting sales targets. Within the insurance world, there are typically two types of insurance sellers. The first group work exclusively for your organization, and only sell your products (often called captive agents). The second group works for a third-party and sell policies for a number of companies, ostensibly finding the best rate for clients (non-captive). Setting realistic quotas that challenge your team and don't discourage them is essential for achieving a high quota to production ratio.