0
May 10, 2012
Logistics for today’s call…. All attendee’s will be on “silent” mode during the  presentation. Please utilize the “Quest...
Sales Benchmark Index will…. Send a copy of the presentation to you Additional questions can be sent directly to:  Joshu...
Joshua Meeks Brief Bio • Senior Consultant at Sales Benchmark Index • Prior to SBI,      •   9+ years at Hewitt Associates...
Agenda Definition of a Good Quota Implications of poor quota setting Five components to designing accurate Quotas      ...
Quality Quotas are S.M.A.R.T.                                6
Implications of a Poor QuotaThe Sales team has a large portion of income at risk anddirectly tied to quotas Quotas are too...
Five Components of Quota Setting        Organization Goals                                       Historical Performance•  ...
Organizations Goals        Organization Goals•   Target Sales goal for the firm•   Retention Sales vs. New Sales          ...
Historical Sales Performance                                                                     Historical Performance   ...
Market Potential  Acme Company 2013 TAM                                          Market Potential   3,561 Companies | $1.3...
Sales Cycle              • Average sales cycle                length              • Seasonal buying                trends ...
Sales Talent         Sales Talent•   Level of Sales Experience•   Tenure with Organization                                13
Summary        Organization Goals                                       Historical Performance•   Target Sales goal for th...
15
Further interest…. Sign-up for a free quota setting consultation by:           E-mailing joshua.meeks@salesbenchmarkindex....
Upcoming SlideShare
Loading in...5
×

Accurate Quota Setting Webinar

3,254

Published on

Join us on how to set accurate quotas and assign fair quotas to your sales team.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
3,254
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
22
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Transcript of "Accurate Quota Setting Webinar"

  1. 1. May 10, 2012
  2. 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. 2
  3. 3. Sales Benchmark Index will…. Send a copy of the presentation to you Additional questions can be sent directly to: Joshua.Meeks@salesbenchmarkindex.comJoin us for our next Webinar…. “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 3
  4. 4. Joshua Meeks Brief 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. 5. Agenda Definition of a Good Quota Implications of poor quota setting Five components to designing accurate Quotas 5
  6. 6. Quality Quotas are S.M.A.R.T. 6
  7. 7. Implications of a Poor QuotaThe Sales team has a large portion of income at risk anddirectly tied to quotas Quotas are too High Quotas are too Low Implications Increased Sales Overpaying for Turnover Performance Decrease in Sales Poor Sales Results Effort 7
  8. 8. Five Components of Quota Setting Organization Goals Historical Performance• Target Sales goal for the firm • Capacity of a Sales Force• Retention Sales vs. New Sales • Cost of Resources• Number of units sold Sales Talent Market Potential• Level of Sales Experience • Opportunity within a• Tenure with Organization given Territory/Market Sales Cycle • Frequency of Sale
  9. 9. Organizations Goals Organization Goals• Target Sales goal for the firm• Retention Sales vs. New Sales Reviewing organizational goals will enable a top down approach to Sales Goal FY2013 by Customer Type understand what needs to be done Values in Millions of ($USD) 783 555 each year. Alpha 375 Beta 555 Gamma 150 30 143 110 185 25 85 8 43 70 5 10 Sales Objective Renewal Business New Business / New Customers Existing Customers 9
  10. 10. Historical Sales Performance Historical Performance • Capacity of a Sales Force • Cost of ResourcesSales FY2012 by Sales Rep % to Quota by Sales RepValues in Millions of ($USD) Values in Millions of ($USD) 9 135 117 Total Sales 110 101 89 100% 6 5 5 62 3 3Donna Chuck Tim Larry Megan Albert Donna Chuck Tim Larry Megan Albert Percent to Quota 10
  11. 11. Market Potential Acme Company 2013 TAM Market Potential 3,561 Companies | $1.31B Revenue Opp • Opportunity within a given Territory/Market 10,000+ employees 5,000 – 9,999 employees 500 – 4,999 employees 11
  12. 12. Sales Cycle • Average sales cycle length • Seasonal buying trends • Budget cycles Sales Cycle • Frequency of Sale 12
  13. 13. Sales Talent Sales Talent• Level of Sales Experience• Tenure with Organization 13
  14. 14. Summary Organization Goals Historical Performance• Target Sales goal for the firm • Capacity of a Sales Force• Retention Sales vs. New Sales • Cost of Resources• Number of units sold Sales Talent Market Potential• Level of Sales Experience • Opportunity within a• Tenure with Organization given Territory/Market Sales Cycle • Frequency of Sale
  15. 15. 15
  16. 16. Further interest…. Sign-up for a free quota setting consultation by: E-mailing joshua.meeks@salesbenchmarkindex.comSales Benchmark Index will….  Send a copy of presentation to you  Additional questions can be sent directly to: Joshua.Meeks@salesbenchmarkindex.comJoin us for our next Webinar…. “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… 16
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×