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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
7 Simple Quota Practices to
Skyrocket Sales
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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Introductions
Gerhard GschwandtnerFounder and CEO at Selling Power Magazine
Poornima MohandasProduct Marketing Manager, CallidusCloud
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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
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Territory and quota planning is underserved
Manual processes = Little data insight
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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
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©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
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©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
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©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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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
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
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How many reps actually make quota
of sales reps made quota in 2014
What’s an ideal number?
58%
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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…
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Everyone is running behind realities
Where is the predictive sales
organization?
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7 simple tips to improve territory
and quota planning
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Tip 1: Streamline the process; make it data driven
Calculate quotas and group accounts using
tools, rules, metrics, data, trends
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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Tip 2: Collaborate with sales
Win their trust
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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
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©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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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Tip 5: Consider monthly targets
Spread your risk
2016
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©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?
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©2015 CallidusCloud – Proprietary & Confidential©2015 CallidusCloud – Proprietary & Confidential
Tip 7: Marry quotas and compensation
Increase speed
Rich performance metrics
Predictive analytics
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©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
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©2015 CallidusCloud – Proprietary & Confidential
Questions?
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©2015 CallidusCloud – Proprietary & Confidential
Contact CallidusCloud at [email protected] or call 866-812-5244
Contact Selling Power at [email protected] or call 540-752-7000