webinar 7 simple quota practices to skyrocket sales final · gartner: enterprises will miss up to...

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

7 Simple Quota Practices to

Skyrocket Sales

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Introductions

Gerhard GschwandtnerFounder and CEO at Selling Power Magazine

gerhardgschwandtner@sellingpower.com

Poornima MohandasProduct Marketing Manager, CallidusCloud

pomohand@callidusclolud.com

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Agenda

• Market realities in territory and quota planning

• The parent-child paradigm

• 7 tips to improve territory alignment and quota distribution

• Key takeaways

• Q&A

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Territory and quota planning is underserved

Manual processes = Little data insight

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Calculating correct quotas is no easy task

59% of companies say "correct goal/quota

setting" is the No.1 challenge facing the

sales compensation program

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Territory management is overly complicated

Sales management starts off with a map and is

often an inconsistent and convoluted exercise

Question the logic behind it

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

And often involves rework

42% of sales operations

leaders experienced significant

issues after launching a quota plan

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Sales reps are excluded in the parent-child paradigm

Unobtainable Unfair

Unexplained

Undesirable Attrition

Demotivate reps

QUOTAS

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Do you ever talk to your sales reps

Only 7% of companies use bottom-up

quota setting methodology

About 45% of companies use no bottom-up

data whatsoever to calculate quotas

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

How many reps actually make quota

of sales reps made quota in 2014

What’s an ideal number?

58%

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Companies are leaving money on the table

Gartner: Enterprises will miss up to

10% of annual sales as lost opportunities that can be captured

through improved management of

quotas, territories, compensation…

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Everyone is running behind realities

Where is the predictive sales

organization?

©2015 CallidusCloud – Proprietary & Confidential

7 simple tips to improve territory

and quota planning

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 1: Streamline the process; make it data driven

Calculate quotas and group accounts using

tools, rules, metrics, data, trends

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 2: Collaborate with sales

Win their trust

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 3: Consider bottom up quota setting

Your sales know your accounts best

Upsell and cross-sell potential

Get sales buy in

Sales manager Sales rep

Sales director

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 4: Communicate, communicate, communicate

Communicate to the field

Do reps have access to performance metrics

Document quota policies

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Tip 5: Consider monthly targets

Spread your risk

2016

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 6: Treat everybody well – customers and sales

Check on sales coverage

Are there missed territories and accounts?

Are there inequities in your system?

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Tip 7: Marry quotas and compensation

Increase speed

Rich performance metrics

Predictive analytics

©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential

Key takeaways

ü Be data driven

ü Create a mindset of mutual learning

ü Democratic access to information

ü Communicate, communicate, communicate

ü Chase predictive analytics

©2015 CallidusCloud – Proprietary & Confidential

Questions?

©2015 CallidusCloud – Proprietary & Confidential

Contact CallidusCloud at info@calliduscloud.com or call 866-812-5244

Contact Selling Power at feedback@sellingpower.com or call 540-752-7000