How To Set Accurate Sales Quotas Webinar Slides
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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 ...

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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How To Set Accurate Sales Quotas Webinar Slides Presentation Transcript

  • 1. View & listen to the recorded webinar including Q&A here. May 10, 2012
  • 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. 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. 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. Agenda Definition of a Good Quota Implications of poor quota setting Five components to designing accurate Quotas 5
  • 6. Quality Quotas are S.M.A.R.T. 6
  • 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. 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. 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 ($USD) 783 555 each year. Alpha 375 Beta 555 Gamma 150 30 143 110 185 25 85 8 43 70 5 10 Sales Objective Renewal Business New Business / New Customers Existing Customers 9
  • 10. Historical Sales Performance Historical Performance • Capacity of a Sales Force • Cost of ResourcesSales FY2012 by Sales Rep % to Quota by Sales RepValues in Millions of ($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. 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. Sales Cycle • Average sales cycle length • Seasonal buying trends • Budget cycles Sales Cycle • Frequency of Sale 12
  • 13. Sales Talent Sales Talent• Level of Sales Experience• Tenure with Organization 13
  • 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. View & listen to the recorded webinar including Q&A HERE. 15
  • 16. Further interest…. Sign-up for a free quota setting consultation by: E-mailing joshua.meeks@salesbenchmarkindex.com  View & listen to the recorded webinar including Q&A here.  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