How to Set Accuratesalesquotaswebinarslides 120604104334 Phpapp01
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Transcript of How to Set Accuratesalesquotaswebinarslides 120604104334 Phpapp01
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May 10, 2012
View & listen to the recorded webinar including Q&Ahere.
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Logistics for todays call.
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Please utilize the Questions feature to ask questions;simply type in your question and press enter.
At the conclusion of the presentation, the moderatorwill facilitate the Question & Answer session utilizing
the Questions feature.
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Send a copy of the presentation to youAdditional questions can be sent directly to:
Designing Inside Sales Organizational Models Thursday, June 14th
1:00 p.m. Central
30 minutes
Register at: http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/
Sales Benchmark Index will.
Join us for our next Webinar.
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mailto:[email protected]://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharemailto:[email protected] -
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Joshua Meeks
Brief Bio
Senior Consultant at Sales Benchmark Index
Prior to SBI,
9+ years at Hewitt Associates / Aon Hewitt
Sales Operations
Sales Strategy
Marketing Strategy
Corporate Strategy
10+ years of experience in Account Segmentation,Sales Compensation, Territory Design, Key AccountManagement and Strategy.
Joshs client experience includes GeneralDynamics, Perot Systems, iRobot, AmericanAirlines, and MeadWestvaco.
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Agenda
Definition of a Good Quota Implications of poor quota setting
Five components to designing accurate Quotas
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Quality Quotas are S.M.A.R.T.
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Implications of a Poor Quota
The Sales team has a large portion of income at risk anddirectly tied to quotas
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Quotas are too High
Increased SalesTurnover
Poor Sales Results
Quotas are too Low
Overpaying forPerformance
Decrease in SalesEffort
Implications
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Organization Goals Target Sales goal for the firm Retention Sales vs. New Sales Number of units sold
Historical Performance Capacity of a Sales Force Cost of Resources
Sales Cycle
Frequency of Sale
Five Components of Quota Setting
Sales Talent Level of Sales Experience
Tenure with Organization
Market Potential Opportunity within a
given Territory/Market
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Organizations Goals
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Organization Goals Target Sales goal for the firm Retention Sales vs. New Sales
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Renewal Business New Business /Existing Customers
783
85
375
New Customers
110
150
555
25
143
70
Sales Objective
10
555
185
43
30
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Sales Goal FY2013 by Customer TypeValues in Millions of ($USD)
Reviewing organizational goals willenable a top down approach to
understand what needs to be doneeach year.
Alpha
Beta
Gamma
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Historical Sales Performance
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Historical Performance Capacity of a Sales Force Cost of Resources
117
89
62
110
135
101
Chuck Tim Larry AlbertMegan
100
Donna
Percent to Quota
9
5
3
5
3
6
Chuck TimDonna MeganLarry Albert
Total Sales
Sales FY2012 by Sales RepValues in Millions of ($USD)
% to Quota by Sales RepValues in Millions of ($USD)
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Market Potential
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Acme Company 2013 TAM3,561 Companies | $1.31B Revenue Opp
10,000+ employees
5,000 9,999 employees
500 4,999employees
Market Potential Opportunity within a
given Territory/Market
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Sales Cycle
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Sales Cycle
Frequency of Sale
Average sales cycle
length Seasonal buyingtrends
Budget cycles
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Sales Talent
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Sales Talent Level of Sales Experience Tenure with Organization
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Organization Goals Target Sales goal for the firm Retention Sales vs. New Sales Number of units sold
Historical Performance Capacity of a Sales Force Cost of Resources
Sales Cycle
Frequency of Sale
Summary
Sales Talent Level of Sales Experience
Tenure with Organization
Market Potential Opportunity within a
given Territory/Market
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View & listen to the recorded webinar including Q&AHERE.
http://www.salesbenchmarkindex.com/webinar-how-to-set-accurate-quotas-recording/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-how-to-set-accurate-quotas-recording/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slideshare -
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Sign-up for a free quota setting consultation by:
E-mailing [email protected]
View & listen to the recorded webinar including Q&Ahere. Additional questions can be sent directly to:
Designing Inside Sales Organizational Models Thursday, June 14th
1:00 p.m. Central 30 minutes Register athttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/
Thank-You for attending
Further interest.
Join us for our next Webinar.
16
http://www.salesbenchmarkindex.com/webinar-how-to-set-accurate-quotas-recording/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharemailto:[email protected]://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharehttp://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slidesharemailto:[email protected]://www.salesbenchmarkindex.com/webinar-how-to-set-accurate-quotas-recording/?utm_campaign=Referrals-slideshare-may10quota-webinar&utm_medium=slideshare&utm_source=slideshare
