Phase 10: Quota Setting
Link company objectives to sales rep targets.
A company’s revenue goal needs to be intelligently allocated to divisions, regions, districts, territories and sales reps. Unfortunately, it rarely is. Quota attainment, a metric tracked by most sales teams, often lies to executives. Reps who make quota do so because their quota expectation was based on the potential of a sales territory. Reps who miss quota do so because their quota expectation was not based on the potential of the assigned sales territory.
- 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 11: Compensation Planning.