When setting a sales quota, many companies look at the total number of customers they expect to sell by that date. This method is typically used when selling per product. However, it doesn’t consider whether or not there are seasonal fluctuations in business, nor does it factor in any potential promotions you may have planned.
A more helpful approach would be setting up your target based on the percentage of revenue the company expects from its current projections. For example, suppose a company had projected $10 million in revenues for all products sold this month but only expected to hit 80% of those goals due to low seasonality and unexpected promotion opportunities (20%). In that case, they’d set their sales goal at $8 million instead of just trying to hit 100%. This will allow them to manage future growth better and minimize risk during less favorable times. The sales environment is inherently competitive. It’s no wonder that it attracts folks with similar characteristics. Salespeople flourish when given clearly defined sales objectives and KPIs because they like a good challenge. You may anticipate more significant outcomes, more sales, and more enormous profits in exchange.
On the other hand, setting a sales target is fraught with complexities. To create a reasonable objective, you must evaluate your rep’s experience and skill, the sort of product or service you offer, and the industry you operate in. Read on to find out how to create the ideal sales quota that is rigorous enough to motivate salespeople to work hard without being too demanding.
When it comes to setting a sales quota, there are a few things to consider.
The goal of setting a realistic sales quota is to achieve more significant outcomes while also inspiring your sales force. You don’t want your representatives to shake their heads and claim that their objective is unrealistic; therefore, “realistic” is the keyword here.
Here’s a step-by-step guide on how to do it the right way:
- Step 1: Determine the Best Quota Strategy.
- Step 2: Consider the length of your target review period.
- Step 3: Determine the Performance Benchmark.
- Step 4: Calculate Sales Quotas for Each Review Period.
- Step 5: Discuss the Sales Quota’s Achievability with Your Team Members.
The Good
Targeted objectives and focusing on outcomes are excellent ways to create a positive sales culture. With objectives, the world functions better. That’s why setting a sales quota might motivate your staff to go above and beyond within reason. This will keep all of your salespeople in line while also allowing your organization to expand. Furthermore, sales quotas may be adjusted at any time. They may vary depending on perceived potential and from one organization to the next. In the event of a big corporation with several offices, each office’s or location’s objectives may change depending on its perceived potential. A sales office with a lot of market potential will have a bigger quota for its salespeople than one with a small client base.
The Bad
Because a sales quota is only an estimate, it is easy to become unreasonable. Unrealistic quotas set your staff up for failure and add unnecessary stress to their lives. Another issue is that many organizations use commission limitations to restrict the amount of income a salesperson may earn. Once a rep reaches their commission maximum, they aren’t compensated monetarily for closing additional business. This may have a detrimental impact on their morale, causing them to lose enthusiasm in pushing boundaries and completing different deals. The only time to limit commissions, according to SaaStr CEO Jason Lemkin, is when “you’re at $20-$30 million ARR or more, or maybe much more.” Avoiding commission limitations, or at the very least limiting them later, may help you optimize your earnings per lead.
Steps to set a sales quota:
Step 1: Determine the Best Quota Strategy.
There are four different sales quotas, each with its advantages and disadvantages. Because not all sales quotas are created equal, choosing the proper decision is critical, as different percentages are better suited to specific firms. A quota approach that works for an ecommerce firm, for example, may not be the most outstanding choice for a B2B organization. Similarly, you should pick a profit quota over a volume quota if you wish to enhance corporate profitability. The sort of quota you choose will influence how you establish a baseline, compute your quota value, and evaluate results. Therefore, it’s preferable to select solutions closely aligned with all of your company’s goals. Let’s take a closer look at the various selling quota kinds below.
- Strategy for Profit-Based Sales Quotas
A profit-based sales quota is calculated using a sales rep’s net profit. The salesperson must sell a particular dollar amount of a product or service to accomplish a revenue objective. Because salespeople are more driven to complete higher-value transactions, this quota technique improves sales productivity and generates more significant profits. For this reason that it’s ideal for companies that offer a diverse variety of goods and services and operate across numerous market sectors. For example, assume you’re in the business of selling cell phones. Your sales staff will strive to promote high-margin accessories and service plans instead of cheaper options if they have a profit-based sales quota.
- Sales Quota System Based on Volume
The volume-based sales quota technique is based on the number of units sold over a specific time frame. To measure it, examine the total income earned during a particular period. This quota system is ideal for organizations with a short sales cycle and set price since sales staff are incentivized to sell as many units as possible. It’s one of the most straightforward and often used quotas, and it can be tracked using standard inventory or sales records. For example, assume you set a monthly quota of 30 mobile phones for each sales representative. To fulfill their percentage, the representatives must sell at least 30 mobile phones, and if they do, they will get a commission for each device sold and a bonus for meeting their goal.
- Sales Quotas Based on Activity
A sales quota based on activity requires sales agents to complete a predefined set of tasks. Making a specified amount of phone calls, booking a specific number of appointments, executing a particular number of demonstrations, and so on are examples of this. In addition, you must keep track of all customer relationship management program activities or a call log to measure outcomes. This is why organizations with customer touchpoints, multiple salespeople, and longer sales cycles benefit from an activity-based sales quota approach. It’s also ideal for sales development reps (SDRs) and business development reps (BDRs) who aren’t directly engaged in sales closing. For example, assume you set a monthly quota for an SDR of making 200 phone calls, sending 80 follow-up emails, and doing 25 product demos. In your CRM, you can then track their daily activities and track their growth.
- Quota Combination Strategy
As the name implies, the combination method involves combining many sales quotas. It’s an excellent choice for interdisciplinary sales teams and companies with extensive sales cycles. This quota technique is used by B2B sales teams as well. For example, to improve prospecting and conversion performance, a sales manager might give salespeople a volume-based quota as well as an activity-based quota.
Note: There’s a fourth quota technique called a cost-based quota that I didn’t include since it’s not very popular and only applies to companies who wish to emphasize cost-cutting.
Step 2: Consider the length of time you want to review your work.
The review period refers to the overall time spent evaluating sales performance. During the review, managers should address set sales quotas and each rep’s performance against those quotas. Those who reach their quotas should be commended, while those who do not should be pushed to work harder.
- Determine the length of the review
Sales managers may detect flaws and offer performance improvements after a brief review period in which performance is monitored weekly or monthly. On the other hand, many firms choose to evaluate performance quarterly or yearly, allowing salespeople more time to make up for missed figures and demonstrate results. Your review time may be determined by the sort of company you have. A monthly review, for example, would be preferable for merchants with high sales volume, but a yearly review would be preferable for B2B enterprises with longer sales cycles.
Step 3: Determine the Performance Benchmark.
The average of three activities is referred to as a performance baseline:
- Examining previous performances
- Seasonality is taken into account.
- Making appropriate modifications in response to market forces
The determined baseline is used as a comparison point for the final sales quota, usually representing a percentage of the baseline condition. If the baseline is $50,000 per month, for example, you may specify an allocation of either 10% growth or just $55,000. Startups and organizations who do not wish to utilize previous performance as a success metric might use their sales projections instead of the performance baseline. Here’s how to develop a more detailed performance baseline for your team:
- Reviewing the Past
Examine your sales statistics from the previous one to two years. Use the goal review period as a reference to summarize overall performance by sales volume, cost, profit, or sales activities that occurred during a previous period. For volume-based performance quotas, you can use sales reports; for profit-based performance quotas, you can use margin reports or P/L statements; for activity-based performance quotas, you can use call reports and trip reports; and for cost-based performance quotas, you can use service logs and expense reports.
- Seasonality should be considered.
Seasonal companies see revenue spikes and drop regularly. A firm that makes umbrellas, for example, would experience big sales surges during the rainy season but a reduction in sales throughout the winter. All of this should be considered when establishing sales targets from one period to the next. First, you should look at your prior sales data to see any seasonal tendencies. The data may then anticipate future sales and create a realistic sales quota. After that, you may change your sales quotas to consider seasonality. In other words, each review period has distinct sales targets. For example, if you anticipate your third-quarter revenues to quadruple, your sales quota should reflect that and vice versa.
- Make adjustments to account for market forces.
Changes in purchasing patterns and particular occurrences that aren’t connected to seasonality, such as component shortages, the debut of a new product, and so on, are referred to as market influences. It’s also conceivable for sectors to undergo excessive growth or contraction and witness the introduction of new rivals into the market and sales expectations, among other things. Your goal is to seek market factors that might influence sales to rise or fall. The more exact your forecast, the more precise your baseline provides a dependable standard against which to compare performance.
Step 4: Calculate Sales Quotas for Each Review Period.
You’ve already established your baseline measure; all that’s needed is to determine the actual sales quota after accounting for the intended or projected increase. Aim for a sales quota within 5% of the baseline figure. To improve performance and profitability, make sure that about 80% of your staff can achieve them.
- Calculate with precision
To calculate your sales quota as precisely as possible, think about your company’s quota plan. For example, if your organization utilizes a volume-based sales quota, divide your expected sales objective by the number of salespeople to find your optimal sales quota. If you have a profit-based quarter, on the other hand, look at the profitability over the previous 12 to 24 months and multiply it by a defined growth rate. This will tell you your profit quarter in the prior quarter.
Step 5: Discuss the Sales Quota’s Achievability with Your Team Members.
Once you’ve determined your sales quota, you should check it to ensure that it’s practical and doable. You may be wondering how to go about doing this. First, compare it to the baseline you’ve created. After that, you must express your expectations to your team members for everyone to be on the same page regarding performance.
- Check the Achievability of the Quota
A performance baseline may determine if the computed ideal quota is feasible. This allows you to evaluate the two figures and assess if the gap is possible in your industry.
- Team Members Should Communicate
Every salesperson should be aware of their quota. Then you may inform them about the figure, how the quota was set, and when and how it would be assessed. Face-to-face meetings are recommended to report each salesperson of the specified percentage and communicate performance objectives. This will also enable salespeople to ask questions, clarify any issues, and comprehend the sales quota entirely.
Frequently Asked Questions
How do you establish a sales quota?
A: There is no set formula for establishing a sales quota, as it all depends on the person in charge. However, some standard guidelines can be followed.
How do you calculate quota?
A: Quota is calculated by total users, and the number of shares youve received in a day.
What are the methods of sales quota?
A: The methods of sales quota are various. Each method has its specific benefits and drawbacks, so it is up to the company to decide what will work best for them.
Related Tags
- sales quota calculator
- what is a sales quota
- quota setting best practices
- purpose of sales quota
- how to calculate sales quota percentage