Ankit Malhotra

Gauri Mathur
Manish Nagill
Mayank Samdiya
Pankaj Vivek
SALES QUOTAS
A Sales Quota refers to an expected routine
assignment to sales units, such as territory, districts
or branches etc.
Sales Quotas can be set for individuals
Used to Plan, Control and evaluate the selling
activities of a company.
EVALUATE Appraising

Control Expenses , profitability

Plan Sales Plans , Forecasts , Budgets

Types Of Quotas
Sales Volume Quotas
Profit Quotas
Expense Quotas
Activity Quotas
Quota Combinations
SALES VOLUME QUOTAS
 Sales Volume Quotas include Sales in Rupees or Product Unit
objectives for a Specific period of time,
 Eg Bajaj calculates sales as number of vehicles sold.
 It can be set in following areas
 Product Line
 Product range
 Sales Divisions
 Sales Territories
 Sales Districts
 Branch Offices
 Sales Force (individuals)
Example

A. Quota Actual Sales Differencce Performace Index

B. 5696000 5792000 96000 101.7%
C. 5584000 4842000 -742000 86.7%
D. 6012000 6046000 34000 100.6%
PROFIT QUOTAS
Used in Multi product Companies Where different
products contribute to varying levels of profits .
Concentrate on the high profit products by the sales
person.
Example

Product SP Margin Volume Net profit

A 400 280(70%) 60000 168lac
B 200 80(40%) 25000 2 lac
C 100 20(20%) 10000 2lac
EXPENSE QUOTA
Expense Quotas are related to Selling costs .
Set Quotas for expenses linked to different levels of sales
attained by their sales force
% of sales volume in a territory and sales person many
spend only this amount as an expenditure.
ACTIVITY QUOTAS
Set objectives for job related duties useful for attaining
salesperson performance targets
Help in attaining long term objectives as goodwill
Eg
No of sales presentation made
No of service calls made
No of dealers visited
No of calls made for recovery
No of new accounts opened
QUOTA COMBINATIONS
Commonly used are Sales and activity Quotas
SETTING SALES QUOTAS

Establish parameters for developing quotas

Add a growth expectation
Adapt the quotas to each sales rep
Get buy-in from your sales team
Adapt quotas to market realities
HOW WE CAN EXCEED SALES QUOTAS
Engage more prospects
Better qualify prospects in the sale cycle
Spend more time selling
 Accelerate your sales cycle
Increase communications (and sales) with existing
customers