How to Set Fair Quotas
Quota Setting is the process by which companies communicate and translate corporate goals into actionable targets for their sales teams. A connected Goal Setting solution would make that process more transparent meaning sales representatives are able to reconcile their quota targets against the accounts in their territories and the leads being generated for them. Operationally, a connected quota setting solution would reduce the time taken to create metric-based goals and facilitate the methods by which groups communicate their strategic intentions across departments. Companies that use sophisticated territory planning tools will produce more balanced territories and quotas, which ultimately drive more balanced and achievable revenue growth.
How to Set Fair Quotas
- 1. QUOTA SETTINGMakingGoalSettingFairUsing AccountScoring,Segmentation,andBottoms-UpMethodologies KAMALVERMA SENIOR DIRECTOR SPM PRACTICE Using Anaplan to Allocate Goals
- 2. ABOUT US DELIVER SIMPLIFIED,CONNECTED SOLUTIONS TO COMPLEX PLANNING,PERFORMANCE MANAGEMENT,& BUSINSESS INTELLIGENCE CHALLENGES
- 3. UPCOMINGWEBINARS Spend Less Time Processing Transactions and More Time Analyzing Performance 2018.08.02 Sales crediting, incentive calculations, payment calculations, and dispute resolution take up the bulk of a compensation administrator's time. Migrate to an automated solution which shifts your focus from payout processing to process improvements, process efficiency, and plan modeling.
- 4. Integrating Quota Setting with the company ConnectedQuotas Why SetQuotas TheNeedforQuotaSetting How to create fairquotas Methods Use Anaplan foryour connected Quota Setting solution Architecture AGENDA
- 6. 03 Priority Non-Alignment 02 Process Mismatches 01 Information Mismatches RECOGNIZING THE PROBLEM
- 9. MARKET PRACTICES Quota Setting Philosophies < 30% EXTREMESTRETCH Demoralizing 55-70% ACHIEVABLEQUOTAS BestPractice > 80% SYMBOLICQUOTAS Breeds Entitlement
- 10. QUOTA SETTING PROCESS IMPACTS Benefits to Quota Setting postBest-In-Practice Methodology Implementation 20% INCREASED QUOTAATTAINMENT Companies supporting quota planning process with analytics 84% SALESREPS ACHIEVEQUOTA Increase is sales representatives achieving sales goals 32% MORE OPTIMIZEDTERRITORIES Reduce churn so that territories are based on performance and attainable goals
- 11. Finance, CRM, HR, Marketing, Excel, Operations, Third Party Data Inputs Modelling, Optimization, Predictive, Collaboration, Automation, Governance Anaplan Platform Objectives Management, Territory Management, Account Segmentation & Scoring, Account Assignments, Quota Management, Sales Coverage, Market Segmentation, and Marketing Coverage Quota Setting ANAPLAN ARCHITECTURE
- 14. QUESTIONS