Determine realistic quotas.
Unrealistic quotas demoralize your sales force and cause costly turnover. Profitability suffers. But even when they’re trying, sales leaders find it difficult to accurately tie quotas to territory potential and the skill of the sales reps.
SBI helps you translate the corporate revenue goal into sales quotas that reflect the potential of each territory by producing the following:
- Account potential
- Territory potential
- Workload capacity model
- Quota assignment model
- An annual quota setting process
- Retroactive stress testing
- Communication plan
- SBI’s methodology for determining quota averages a 19 percent improvement in participation rates.
- SBI’s methodology is the only approach that has been verified by best-in-class sales teams with before and after data.