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BNET Business Dictionary
- Sales Quota
- a target set for the sales force stating the number and range of products or services that should be sold
- Sales Quota definition on BNET »
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- Managing sales quotas
- On average, only about 65% of salespeople reach their sales quotas. Robert Youngjohns, CEO of Callidus Software, talks about the realities of sales quotas and how to set them effectively.
- Videos 2008-01-24
- Sales Manager's Guide To Establishing Sales Quotas
- 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...
- White papers 2003-01-01
- Setting Sales Quotas For Your Sales Team
- The sales force in an organization consists of different sales persons. To process the sale systematically, each sales person is given a sales quota. Setting the sales quota itself is an elaborate process. Several issues have to be addressed therein. If the sales quota is set too low, the company...
- White papers 2003-01-01
Additional Resources
- New Cognos Performance Solution Helps Pharmaceutical Companies Optimize Sales Quota Management
- - Cognos Sales Quota Allocation Blueprint offers best practices in quota forecasting and modeling, enabling increased revenues and profitability across the enterprise -
- Research articles 2007-12-11
- Sales = Management Scapegoat
- Sales = Management ScapegoatSales = Management ScapegoatSeveral years ago, my wife was a national sales manager for an international biotechnology company. For 5 consecutive quarters she met her sales quota, 100% growth - in a mature industry. For the sixth quarter, her company raised the quota to 300%...
- Discussion threads 2008-01-29
- 4 Ways to Beat Your Sales Quota
- Many sales professionals think that they can make better numbers by calling on more customers. However, a longer list of prospects usually doesn't create proportionately more sales, because you end up trying to develop too many accounts and calling on customers who aren't real opportunities. Rather than trying to increase...
- Blog posts 2009-05-20
- Is Your Technology And Service Sales Model Ancient?
- From the executive summary: 'The mechanics of sales development for technology and professional service companies is currently stuck in a cyclic format that is quite old. The annual sales projections are still based on backroom conversations with unsubstantiated forecast logic or rolled forward from last year's commitment to investors. The...
- White papers 2002-08-20
- Fiserv Q1 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions The first question is from Charlie Murphy of Morgan Stanley. Jeff Yabuki Hey, Charlie. Charlie Murphy - Morgan Stanley Hey, how are you. Thanks very much for taking the call. I had a question on the adjusted EBIT margin in the insurance segment, could we...
- Earnings calls 2007-04-25
- The Seven Myths of Sales Management
- In the post "Better Sales Manager: Obama or McCain" I discussed the role of the sales manager in terms that we're entirely complimentary.  That's not because I don't respect sales managers, though. Let's talk seriously for a moment. Being a sales manager is one of the...
- Blog posts 2008-09-02
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Sales managers...and other control freaks.
- A few posts ago, I lambasted technology that wastes more time than it saves. I was expecting a chorus of agreement from sales reps, but what I got were grumblings from sales managers who simply adore CRM... because it lets them spy on their employees.Of course, it's that "Big...
- Blog posts 2007-06-13
- Bon Chef honors quota busters for 2000
- LAFAYETTE, N.J. -- Bon Chef, based here, named its top five quota busters for the year 2000. The five quota busters were Benchmark Sales & Marketing, Engster Marketing, Page & Semro Marketing, Pioneer Marketing Associates and Preferred Source Inc. The quota buster showcases those groups that were able to meet...
- Research articles 2001-05-28
- Does Your Sales Training Program Address Your Sales Performance Issues?: Part 2
- In this first part of this paper, the authors went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. The authors first documented the main sales performance issues. There are distinct sales performance silos that will effect...
- White papers 2006-07-07
- How to Beat a Personal Sales Slump
- A reader writes: In the past 2 months I have not been able to close any deal and have lost all my self confidence. I am now scared to go to the office and am not able to enjoy myself as I did earlier. This...
- Blog posts 2008-07-08
- Forecasting Can Be a Waste of Time
- Forecasting Can Be a Waste of TimeRE: Forecasting Can Be a Waste of TimeGood point vrsarti. Thats why most sales managers always lowball a forecast. Why sales reps don't even bring up what they know is close to a close in their forecasting. It always gets upped to what the...
- Discussion threads 2008-09-19
- Video: How Ethics Accelerates Sales
- Many buyers and even some sales reps buy into the notion that business ethics and making quota are mutually exclusive.  This video explains why good business ethics actually increase sales velocity and decrease sales costs. The reason: buyers can sense if your actions are at odds with your principles, which...
- Blog posts 2009-03-04
- Video: How Ethics Accelerates Sales
- Many buyers and even some sales reps buy into the notion that business ethics and making quota are mutually exclusive.  This video explains why good business ethics actually increase sales velocity and decrease sales costs. The reason: buyers can sense if your actions are at odds with your principles, which...
- Blog posts 2009-03-04
- Improve Sales Efforts as Exclusive Distributor of Quota - The Sales Performance Game.
- M2 PRESSWIRE-8 January 2007-Morning Movers: Improve Sales Efforts as Exclusive Distributor of Quota - The Sales Performance GameC1994-2007 M2 COMMUNICATIONS LTD RDATE:08012007 Nexient Learning Inc. (TSX: NXN), is the largest corporate training and consulting company in Canada. Nexient delivers the broadest...
- Research articles 2007-01-08
- Buck Knives honors top sales performances - Industry news
- Buck Knives honored superior sales performances at their annual sales meeting in San Diego. The knife company named Bob Shinogle 2001 Sales Rep of the Year after Shinogle topped his quota by 31 percent. Getty Browning & Associates was recognized as 2001 Buck Agency of the Year for exceeding their...
- Research articles 2002-06-01
- Setting Goals To Increase Sales
- From the executive summary: ‘Too often managers push their sales staff to sell more when actually they could achieve much more if they got them to want more. The salesperson fueled by a burning desire to achieve his or her own personal goals sees more people, works harder and closes...
- White papers 2003-01-01
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