Quotas and Objectives Management
To successfully execute sales strategy, organizations need to provide salespeople with fair and equitable sales quotas and align company objectives with individual goals and performance criteria.
Without the right tools and capabilities to efficiently and effectively set, adjust, manage, communicate, and evaluate quotas and objectives, organizations experience the negative consequences of delayed rollout of goals, imbalanced and unachievable quotas and objectives, misguided sales behaviors, and poor sales force morale.
Challenges
When organizations poorly manage sales quotas and objectives, they may face the following challenges:
- strategic misalignment caused by individual quotas and goals that are not aligned to the organization’s objectives
- inefficient, manual processes for managing quotas and objectives which result in errors, delays, and wasted time
- lack of information that causes salespeople and managers to misinterpret how they must perform to be effective in their roles
- misunderstood individual and organizational sales performance and poor insight into the effectiveness of quota and objective plans
- flawed quotas and objectives that do not take changes in market conditions, corporate strategy, territory realignments, or local knowledge into consideration
Capabilities
To solve these quotas and objectives management challenges, companies need the ability to:
- equitably set sales quotas and effectively define individual non-quota objectives for each salesperson and manager
- easily and consistently review, adjust, and approve quotas and objectives, as well as score objectives, from a centralized location
- clearly communicate objectives and performance criteria and how sales quotas were set and adjusted for salespeople and managers prior to the start of each sales period
- analyze quota attainments, objective achievements, and performance distributions across the sales force to evaluate quota and objective setting methodologies
- quickly and easily adapt quotas and objectives at any time in a structured manner across the sales organization
