Quota setting is consistently at or near the top of the list of sales compensation challenges for most companies. One reason is because ineffective quotas can derail even a well-designed sales compensation program. Many sales organizations consider poorly-set quotas among the chief threats to sales force motivation.
Prevailing practice contributes to poor quota-setting outcomes. These include an over-reliance on historic performance that may mask actual market opportunity, or a quota-setting process that salespeople don't understand or trust. As the linchpin that connects the sales force with firm strategy, quota setting must address more than numbers alone. Effective quota setting also includes people and process, combining art with science.
In this webinar, Mark Donnolo, managing partner of SalesGlobe and author of The Innovative Sale and What Your CEO Needs to Know About Sales Compensation, discusses the top quota-setting challenges and some best practices you can apply to answer questions like:
• Should we set quotas on historical performance or market opportunity?
• Are we actually penalizing our best reps?
• Is the issue the people, performance, process, or quota?
• What can real-life experiences from other organizations teach us?
• How can we combine the art and science to get beyond the math?
Kevin Gray, Director, Product Marketing at Anaplan, will also join to talk abour how your organization can plan and distribute your sales quotas with collaboration that aligns top down revenue targets with bottom up sales quotas.
