16
Welcome to today’s session…. May 10, 2012 “Accurate Quota Setting”
| Date post: | 21-Oct-2014 |
| Category: |
Business |
| View: | 3,593 times |
| Download: | 1 times |
Welcome to today’s session….
May 10, 2012
“Accurate Quota Setting”
2
Logistics for today’s call….
All attendee’s will be on “silent” mode during the presentation.
Please utilize the “Questions” feature to ask questions; simply type in your question and press enter.
At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.
3
Send a copy of the presentation to youAdditional questions can be sent directly to:
“Designing Inside Sales Organizational Models”Thursday, June 14th 1:00 p.m. Central30 minutesRegister at: http
://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models
Sales Benchmark Index will….
Join us for our next Webinar….
Joshua MeeksBrief Bio• Senior Consultant at Sales Benchmark
Index• Prior to SBI, • 9+ years at Hewitt Associates / Aon
Hewitt• Sales Operations• Sales Strategy• Marketing Strategy• Corporate Strategy
• 10+ years of experience in Account Segmentation, Sales Compensation, Territory Design, Key Account Management and Strategy.
• Josh’s client experience includes General Dynamics, Perot Systems, iRobot, American Airlines, and MeadWestvaco.
5
AgendaDefinition of a Good QuotaImplications of poor quota settingFive components to designing accurate
Quotas
6
Quality Quotas are S.M.A.R.T.
7
Implications of a Poor QuotaThe Sales team has a large portion of income at risk and directly tied to quotas
Quotas are too High
Increased Sales Turnover
Poor Sales Results
Quotas are too Low
Overpaying for Performance
Decrease in Sales Effort
Implications
Organization Goals• Target Sales goal for the
firm• Retention Sales vs. New
Sales• Number of units sold
Historical Performance• Capacity of a Sales
Force• Cost of Resources
Sales Cycle• Frequency of Sale
Five Components of Quota Setting
Sales Talent• Level of Sales
Experience• Tenure with
Organization
Market Potential• Opportunity within a
given Territory/Market
9
Organizations Goals Organization Goals
• Target Sales goal for the firm
• Retention Sales vs. New Sales
5
Renewal Business
New Business / Existing
Customers
783
85
375
New Customers
110
150
555
25
143
70
Sales Objective
10
555
185
43
30
8
Sales Goal FY2013 by Customer TypeValues in Millions of ($USD)
Reviewing organizational goals will enable a top down approach to understand what needs to be done each year.
AlphaBetaGamma
10
Historical Sales Performance Historical
Performance• Capacity of a Sales Force
• Cost of Resources
117
89
62
110
135
101
Chuck
Tim
Larry
Albert
Megan
100%
Donna
Percent to Quota
9
5
3
5
3
6
Chuck
Tim
Donna
Megan
Larry
Albert
Total Sales
Sales FY2012 by Sales RepValues in Millions of ($USD)
% to Quota by Sales RepValues in Millions of ($USD)
11
Market Potential
$434.9M
$379.1M
$499.4M
Acme Company 2013 TAM3,561 Companies | $1.31B Revenue Opp
10,000+ employees
5,000 – 9,999 employees
500 – 4,999 employees
Market Potential• Opportunity within a
given Territory/Market
12
Sales Cycle
Sales Cycle• Frequency of Sale
• Average sales cycle length
• Seasonal buying trends
• Budget cycles
13
Sales Talent
Sales Talent• Level of Sales
Experience• Tenure with
Organization
Organization Goals• Target Sales goal for the
firm• Retention Sales vs. New
Sales• Number of units sold
Historical Performance• Capacity of a Sales
Force• Cost of Resources
Sales Cycle• Frequency of Sale
Summary
Sales Talent• Level of Sales
Experience• Tenure with
Organization
Market Potential• Opportunity within a
given Territory/Market
15
Q&A
16
Sign-up for a free quota setting consultation by: E-mailing [email protected]
Send a copy of presentation to you Additional questions can be sent directly to:
“Designing Inside Sales Organizational Models” Thursday, June 14th 1:00 p.m. Central 30 minutes Register at http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-modelsThank-You for attending…
Further interest….
Sales Benchmark Index will….
Join us for our next Webinar….
