Sales Manager's Guide To Establishing Sales Quotas

Overview: Accurate sales quotas can help to predict the future business, motivate the sales team and serve as the basic for a solid sales compensation plan. The key word here is "accurate," which requires that a person must consider the seven factors identified in this Sales Manager's Guide To Establishing Sales Quotas. From the perspective of the sales manager, the subject of sales quotas raises many potential questions and issues. Are they fair and equitable? Do they drive the desired sales behavior? Are they a strategic tool that can be utilized to achieve maximum business results? The success as a sales manager, among the many other responsibilities inherent in the position, may clearly be dependent on how well a person address these important issues. The process of establishing normal and reasonable sales quotas can vary greatly as a function of the business, industry, type and size of the sales organization, and product and/or service being sold. However, there can often be a great deal of commonality in the approach to this important sales-generating tool. To know about the factors that one should follow for accurate sales quotas, read the article.

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Format: HTML | Date: Jan 2003