Sales Quota

1. SALES QUOTA
Group Members:
Vineet Tilwani (107)
Vinay Idnani (106)
Siddhant Srivastava (100)
Shubham Parande (98)

2. Sales Quota
Sales quota are
developed from the
annual marketing
plan of the company
Sales quota are
sales goals/ sales
targets
Sales quotas are
prepared after sales
forecasting and sales
budgeting

3. Objectives of Sales Quota
Making available performance
standards
Controlling performance
Motivating People
Identifying strengths and
weaknesses
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4. Types of quotas
Activity quota
It is a minimum level of sales
oriented action that must be
met by the salesperson
Sales volume quota
It is a quota that rewards sales reps for
the number of deals they generate
Profit quota
It is set for the sales reps in such a
way that they have to earn a certain
revenue for the company by selling
products or services
Combination quota
Companies set these quotas
when they want to control sales
force performance
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Forecast quota
Revenue quota
It is the monthly or quarterly
sales goal that's assigned to a
sales team member or a
territory
It is a common sales quota
used to measure a
predetermined goal for total
revenue

6. Facing challenges and
hurdles
Helps to work with
more clarity
Importance of sales quota
Commitment
Motivate salesforce

7. Methods for setting Sales Quota
Territory potential
Past sales experience
Total market estimate
Executive Judgement
Salespersons estimates
Compensation plan

8. Insights into setting and
administration of sales quota
You should set quotas that majority of the salesforce can
achieve, so that salespeople would accept quotas as fair
Set realistic quotas
Understand problems in setting quotas
Underestimation and overestimation of territory
potential, based on which quotas are set, can create
problems
Ensure sales people understand quotas
The company management must ensure that
the salespeople understand quotas and quota
setting procedure
Participation in quota setting
You should allow the salesperson to take partin
the process of quota setting
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9. Insights into setting and administration of sales quota
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Sales manager should give continuous feedback
to sales people on their performance in relation t
quotas
Any major changes in the market demand or
companies policies must be looked into and
quotas should be change suitably
Salespeople should be clearly communicated
about the purpose of specific quotas
Continuous feedback
Flexibility in administering quotas
Purpose of quotas

10. THANK YOU!