Quota management – the process of forecasting performance, assigning goals, and administering changes – plays a crucial role in the success of the sales compensation plan, not to mention a sales organization's overall performance management efforts. In this Sales Management Association webcast, Hewitt Associates’ Scott Sands, National Practice Leader, Sales Force Effectiveness, details findings from Hewitt’s Survey of Quota Management Practices. Topics covered include: evolving priorities in quota management practices; trends in quota administration; and best practice approaches to addressing quota management challenges.
