Professional Documents
Culture Documents
S.Arul (10Ab05)
A.Balaji(10Ab07)
S.Sidharth(10Ab35)
Shano (10Ab12)
WHAT IS A QUOTA?
Individual sales target figure assigned to each sales unit such a
sales person, dealer, distributor, region, or territory, as a
required minimum for a specified period (month, quarter,
year).
Territory potential.
Past sales experience.
Total market estimates.
Executive judgment.
Sales person estimates.
Compensation plan
Setting Sales Quotas for a Sales Team
Historical trends
Last years revenue
National Standards
Territory Analysis
2. Add a Growth Expectation now predict revenues
for the next year.
Expectation should be:
Realistic
Challenging
3. Adapt the Quotas to each Sales Reps dividing total revenue
by total number of salesperson.
Factors to consider:
Tenure
Assigned job
Sales skills
Market potential
Competition
4. Get buy-in from your sales team
outline the process you'll be using to set quotas to your
team.
Make it a joint decision, if possible, to assign a specific
quota.
Review Periodically.
Change Quotas according to the economy
Name
For Year
List Your Responsibility Area
Results Expected
1. $ Volume/month
2. $ Expense/month
3. Gross margin/month
4.
5.
6.
7.
8.
9.
10.
11.
12.
Other
Instruction: List the regular, ongoing, recurring objectives. Cover the ten major respon-
sibilities of your job next year to manage territory, accounts, calls, and yourself.
A GOOD QUOTA PLAN IS
SMART
Specific
Measurable
Attainable
Realistic
Time specific
THANK YOU