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How To Set Accurate Sales Quotas Webinar Slides

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Sales Benchmark Index's Joshua Meeks and Greg Alexander hosted a live webinar on how to assign fair quotas to your sales team. Learn how to satisfy corporate and the field, match quotas to territory potential and pay your reps correctly.
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Welcome to today’s session…. May 10, 2012 “Accurate Quota Setting” View & listen to the recorded webinar including Q&A here .
Transcript
Page 2: How To Set Accurate Sales Quotas Webinar Slides

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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.

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Send a copy of the presentation to youAdditional questions can be sent directly to:

[email protected]

“Designing Inside Sales Organizational Models”Thursday, June 14th 1:00 p.m. Central30 minutesRegister at: http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-m

odels/

Sales Benchmark Index will….

Join us for our next Webinar….

Page 4: How To Set Accurate Sales Quotas Webinar Slides

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.

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AgendaDefinition of a Good QuotaImplications of poor quota settingFive components to designing accurate

Quotas

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Quality Quotas are S.M.A.R.T.

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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

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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

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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

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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)

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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

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Sales Cycle

Sales Cycle• Frequency of Sale

• Average sales cycle length

• Seasonal buying trends

• Budget cycles

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Sales Talent

Sales Talent• Level of Sales

Experience• Tenure with

Organization

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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

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Sign-up for a free quota setting consultation by: E-mailing [email protected]

View & listen to the recorded webinar including Q&A here. Additional questions can be sent directly to:

[email protected]

“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-models/Thank-You for attending…

Further interest….

Join us for our next Webinar….


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