Ensuring the successful execution of a business strategy requires that every level of the sales organization understands the corporate goals, sales strategy, and initiatives. Optimizing the way sales quotas and objectives are set and managed can be the difference between a company thriving or merely surviving.
When sales organizations lack effective and efficient processes for managing quotas and objectives, the following symptoms exist:
late rollout of quotas and objectives to the sales force
inequitable and unbalanced quotas that do not motivate salespeople and lead to territory infighting
scoring of objective achievement that is not based on clear and quantitative criteria
salespeople that lack understanding of their quotas and objectives and what they need to do to achieve them
the setting of inappropriate quotas and objectives for the sales force
These symptoms are indications of underlying problems with the processes for managing quotas and objectives, including:
inability to set and adjust sales quotas and an inability to set and evaluate sales objectives using a structured, fair, and understandable process
inability to equitably cascade the organization’s sales forecasts down to individual quotas for each territory, account, or channel
inability to use quantitative performance criteria (even if subjective in nature) to assess objective achievement for everyone in the sales force
inability to motivate salespeople through the timely delivery of understandable quotas
inability to set sales objectives and criteria that clearly explain what people need to do to be successful
inability to more frequently set or adjust quotas and objectives in response to changing market conditions, corporate strategy, or territory realignments
Synygy’s quotas and objectives solution enables organizations to:
set, communicate, and track quotas and objectives for each salesperson and sales manager to drive execution of the sales strategy
consistently and equitably set motivational sales quotas for each salesperson and sales manager
consistently and fairly set and evaluate sales objectives for each salesperson and sales manager
clearly communicate sales quotas and how they were set or adjusted for each salesperson and sales manager prior to the start of each sales period
use sales objectives and evaluation criteria to help salespeople and sales managers understand what they need to do to achieve their objectives
quickly and easily revise quotas and objectives at any time in a structured manner across the sales organization
For more information on Synygy’s quotas and objectives solution, click here.
Sales Performance Management 
