Phase 10: Quota Setting

Link company objectives to sales rep targets.

 

The Problem

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.

 

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 11: Compensation Planning.