Set Better Quotas! The Basics

Course details

Quota are used in most sales compensation plans, but few companies are satisfied with them. What is wrong?

Bad quota setting habits abound. The main reason is that very little scientific expertise has been applied to the subject ... until now.

This course takes you through a simple yet powerful process for setting quotas. It describes the three most important methods for setting quotas, and then shows you how to determine which ones are best for your situation.

• Uniform growth quota: all quotas apply the same growth percent.
• Relative growth quota: growth is allocated in proportion to prior year growth contribution.
• Market potential quota: growth is allocated in proportion to each territory's unpenetrated market.

This course introduces a simple and effective way for measuring quota error. It is called Absolute Quota Error. It is an essential tool for testing alternative quota setting formulas.

If your quotas have low credibility in the company, or if they are not viewed as logical or fair by your salespeople, this course is for you.

The course is divided into eight chapters, which are summarized below:

Chapter 1 Overview: In the Overview, we set context, define the four roles of quotas, and outline the quota setting process.

Chapter 2 Distributions: In Chapter 2 we define frequency distributions and identify which type of quota distribution is best.

Chapter 3 First Bad Habit: In Chapter 3 we identify three quota warning signs, describe the first bad habit, and expose common rationalizations for this bad habit.

Chapter 4 Quota Math: In Chapter 4 we examine two ways to set quotas: uniform growth and relative growth.

Chapter 5: Quota Testing: In Chapter 5 we describe: the need for testing, how to set up a quota test, how to measure quota error to find the best quota setting method, and how to further analyze the test through charting.

Chapter 6 Second Bad Habit: In Chapter 6 we define over-assignment and expose its various flawed rationalizations.

Chapter 7 Third Bad Habit: In Chapter 7 we define market potential and explore the various problems associated with not using it during quota setting.

Chapter 8 Implementation: To conclude, we describe the fourth bad habit (releasing quotas late), provide a five-step program for effective quota communications,and describe key administrative issues and best practices for resolving them.

Each chapter includes:

• A downloadable copy of the material.
• A glossary of terms used