Phase 9: Sales Quota Setting

In the quota setting phase, SBI helps your company translate the corporate revenue goal into sales quotas that reflect the potential of each territory.


The Problem

You need to set realistic quotas. Unrealistic quotas demoralize your sales force and cause costly turnover. Profitability suffers. But even when they’re trying, sales leaders find it difficult to accurately tie quotas to territory potential and the skill of the sales reps.


The Solution

  • Quota setting assessment
  • Account potential
  • Territory potential
  • Rep production capacity model
  • Quota assignment model
  • Quota setting process
  • Quota stress testing
  • Communication plan


With your quotas properly set, it’s time now to advance to Phase 10: Compensation Planning.