Algorithmic Quota Setting: How to Set Fair Goals

14 April 2010


Fair and effective sales force quotas are essential to achieving corporate revenue goals. Sales Compensation plans - no matter how well-designed – can be effective if the sales quotas are not set properly. But how do you know if your quotas are set properly? What is the best way to set quotas

In this Sales Management Association webcast, Mike Rose, Ph.D. and Sal DiFonzo present an algorithmic data-driven approach to setting quotas that has been applied in numerous best-in-class organizations. Also discussed are tests that show how to evaluate whether quotas are set properly and what the impact of different quota achievement distributions have on the overall cost of sales compensation.

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