The use of best practices in quota setting can increase quota attainment and keep your best performers by developing fair and balanced sales goals for everyone. A presentation by Sales Benchmark Index.

1. Quota Setting: Using models to set fair and balanced quotas How Does Benchmarking Help Me?

2. The Situation $225M Media Publishing firm faces: High variability in quota attainment Top sales people complaining of carrying the sales force with diminishing potential in their territory Sales Leader wants: Fair and balanced quotas Clear, defensible sales goal assignments to illustrate how quotas were assigned

4. SPIFFs

6. Applied best practice quota setting techniques:

7. Revenue Plus regional quota setting

9. Considers % of last year’s revenue to be retained

10. Considers growth goal for new year

11. Calculates regional gap to be allocated as total goal minus retained revenue goal

12. Considers territory potential

15. Considers each territory’s actual revenue attainment last year

16. Calculates worldwide gap to be allocated as total goal minus ww retained revenue goal

17. Considers territory potential

19. The Result

20. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com