01.
Setting the overall number
- This generally comes down from the top and is influenced, but by no means controlled, by what the sales force believes is realistic
Sales Effectiveness Services
Quota Setting
Our quota-setting service helps you establish realistic and motivating sales targets. We consider factors such as historical sales performance, market trends, and business growth objectives to set quotes that drive your sales team’s performance and align with your strategic goals.
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The sales quota planning comprises three primary aspects:
02.
Implementing a sound methodology for allocating the quota to each individual in the sales force
03.
Implementing a management process that will ensure timely delivery of quotas, using the best information and incorporating field review
A typical quota-setting project entails:
Conduct interviews, and review relevant documents and data
- The sales force always has a lot of useful feedback on the limitations of the current process
Define and evaluate current quota-setting processes and methodologies used in the organization
Select quota setting methodology that works best, given the sales environment and data availability
- “Fair share”
- Modified “fair share”
- Account planning method
- Quantitative modeling (regression, time series, allocation based on factors)
Finalize details of the new quota-setting methodology
If possible, model the effectiveness of the new methodology using historical data to set quotas for a recent period
Evaluate new methodology with regard to accuracy and fairness, and make adjustments
- Did the new methodology produce quotas that would have turned out to be reasonable on the surface?
- Were they accurate?
- Were they fair? (Accurate may not mean fair!)
- Were they biased against one group or another? (e.g., particular regions, or those who were given particularly large growth goals)
- Were they biased against one group or another? (e.g., particular regions, or those who were given particularly large growth goals)
Document data needs steps, timing, and accountability for the implementation of the new methodology.
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