Join us on how to set accurate quotas and assign fair quotas to your sales team.

1. May 10, 2012

2. Logistics for today’s call….
 All attendee’s will be on “silent” mode during the
presentation.
 Please utilize the “Questions” feature to ask questions;
simply type in your question and press enter.
 At the conclusion of the presentation, the moderator
will facilitate the “Question & Answer” session utilizing
the “Questions” feature.
2

3. Sales Benchmark Index will….
 Send a copy of the presentation to you
 Additional questions can be sent directly to:
Joshua.Meeks@salesbenchmarkindex.com
Join us for our next Webinar….
“Designing Inside Sales Organizational Models”
 Thursday, June 14th
 1:00 p.m. Central
 30 minutes
 Register at:
 http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models
3

4. Joshua Meeks
Brief Bio
• Senior Consultant at Sales Benchmark Index
• Prior to SBI,
• 9+ years at Hewitt Associates / Aon Hewitt
• Sales Operations
• Sales Strategy
• Marketing Strategy
• Corporate Strategy
• 10+ years of experience in Account
Segmentation, Sales Compensation, Territory
Design, Key Account Management and Strategy.
• Josh’s client experience includes General
Dynamics, Perot Systems, iRobot, American
Airlines, and MeadWestvaco.

5. Agenda
 Definition of a Good Quota
 Implications of poor quota setting
 Five components to designing accurate Quotas
5

6. Quality Quotas are S.M.A.R.T.
6

7. Implications of a Poor Quota
The Sales team has a large portion of income at risk and
directly tied to quotas
Quotas are too High Quotas are too Low
Implications
Increased Sales Overpaying for
Turnover Performance
Decrease in Sales
Poor Sales Results
Effort
7

8. Five Components of Quota Setting
Organization Goals Historical Performance
• Target Sales goal for the firm • Capacity of a Sales Force
• Retention Sales vs. New Sales • Cost of Resources
• Number of units sold
Sales Talent Market Potential
• Level of Sales Experience • Opportunity within a
• Tenure with Organization given Territory/Market
Sales Cycle
• Frequency of Sale

9. Organizations Goals
Organization Goals
• Target Sales goal for the firm
• Retention Sales vs. New Sales
Reviewing organizational goals will
enable a top down approach to
Sales Goal FY2013 by Customer Type understand what needs to be done
Values in Millions of ($USD)
783 555 each year.
Alpha
375
Beta
555
Gamma
150
30 143
110
185 25 85
8
43 70 5
10
Sales Objective Renewal Business New Business / New Customers
Existing Customers 9

10. Historical Sales Performance
Historical Performance
• Capacity of a Sales Force
• Cost of Resources
Sales FY2012 by Sales Rep % to Quota by Sales Rep
Values in Millions of ($USD) Values in Millions of ($USD)
9 135
117
Total Sales 110
101
89
100%
6
5
5
62
3
3
Donna Chuck Tim Larry Megan Albert Donna Chuck Tim Larry Megan Albert
Percent to Quota 10

11. Market Potential
Acme Company 2013 TAM Market Potential
3,561 Companies | $1.31B Revenue Opp • Opportunity within a
given Territory/Market
10,000+ employees
5,000 – 9,999 employees
500 – 4,999
employees
11

12. Sales Cycle
• Average sales cycle
length
• Seasonal buying
trends
• Budget cycles
Sales Cycle
• Frequency of Sale
12

13. Sales Talent
Sales Talent
• Level of Sales Experience
• Tenure with Organization
13

14. Summary
Organization Goals Historical Performance
• Target Sales goal for the firm • Capacity of a Sales Force
• Retention Sales vs. New Sales • Cost of Resources
• Number of units sold
Sales Talent Market Potential
• Level of Sales Experience • Opportunity within a
• Tenure with Organization given Territory/Market
Sales Cycle
• Frequency of Sale

15. 15

16. Further interest….
Sign-up for a free quota setting consultation by:
E-mailing joshua.meeks@salesbenchmarkindex.com
Sales Benchmark Index will….
 Send a copy of presentation to you
 Additional questions can be sent directly to:
Joshua.Meeks@salesbenchmarkindex.com
Join us for our next Webinar….
“Designing Inside Sales Organizational Models”
 Thursday, June 14th
 1:00 p.m. Central
 30 minutes
 Register at
http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models
Thank-You for attending…
16