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Management Of Sales Quota

Sales Quota

Goal Set for Company / Product Line /


Geography / Sales Representative etc.

Tool for clarfiying the roles, reviewing &


rewarding divisions / individuals
Direction for Sales Force
Means for measuring performance
Compensation / Incentives
Principle Of Sales Quota
Should be based on whims & fancies

Should not have level of definiteness

Frequent Changes in Qouta Setting Method

Should be rigid

Non Participative
Sales Quota Statement

All of us have to strive to increase our


sales to the maximum in future. As we
move forward we shall finalize how is our
progress but still it is important to
mention that all of us have to achieve the
target come what may and no changes
shall be effected in the same. Ones who
do not achieve shall face strict action
Big

No
To Previous Slide
SMART
Specific

Measurable

Attainable

Realistic

Time Specific
Organization Of Sales Job Key Areas
Territory Management Revenue/Key
Accounts/Development Of Leads /Market Share
/Dealer Management
Account Management
Call Management- No of Calls/Productivity
Norms / Time Spent Per Call
Self Management
Time Specific
Sales Quota Process

LSIP

SSIP

O2O

Combination
Sales Quota Types
Value
Volume

Points

Budget
Activity

Combination
Sales Quota Setting Methods
Forecast

Forecast & potential

Percentage on Past Sales

Executive Judgement

Judgement of Front Line Sales staff

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