December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring Marketing
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Chapter 100 Sales Performance Quotas
Measurement Need
To understand how to structure sales quotas.
Solutioni
The following methods are useful guidelines for establishing sales volume quotas:
- Last year's total company or territory sales numbers by product or customer
- Last year’s salesperson's sales numbers by product or customer
- Sales costs times a multiplier ( x 3, for example)
- Corporate general administrative costs plus a gross margin
- Revenue goals committed to industry analysts or shareholders
- Total of the sales team's goals (by territory, product or customer) divided by the number of salespeople
- Estimated income potential provided to the salesperson if he/she achieves 100% of their quota
- Analyst’s projected annual growth rate for ...
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