Plan to win5 success tips for

better quotas

Quota setting.It happens the same

way every time…

Plan, revise

Plan, revise

plan, revise

Plan, revise

plan, reviseand then

plan, revise again.

SUCCESS TIP

#1Don’t get stuck in legacy patterns.

The “way you’ve always done it” can limit your thinking—and prohibit you from capitalizing on market opportunities.

In a recent survey by SiriusDecisions,

50% of organizations create between 5-10 iterations before finalizing their

quota assignments.1

28% create more than 10 iterations.

As a result, sales people typically start the fiscal year without

knowing their quota assignments.

$$ ?

$$

?

54% of companies surveyed deliver quotas 2 weeks to a month after

the start of the fiscal year.2

54%

SUCCESS TIP

#2See beyond a single number.

Setting quotas is an intricate process. You have to pay attention to how numbers are selected, not just the numbers themselves.

Has your company found the right balance when setting quotas?

$ $$$

Without an e�ective process it’s challenging to get sales reps to buy

into their quotas.

Especially when the corporate strategy changes.

Your CEO now demands successfully expanding into

a new vertical.

At the same time, your

competitionis closing inon your top accounts.

The sales plan must change, impacting quota targets— everyone gets frustrated.

42% of organizations re-evaluate between 21-40% of their sales quota assignments.3

42%

On average, more than 42% of companies reported that less than 50%

of reps were meeting or exceeding their quota.

42%

$

$

$

There is money being left on the table here. But fixing the problem is easier said than done.

$

38% of companies reported having a lack of e�ective processes to

accurately set quotas.5

38%

34% of them lack the information to accurately set quotas.6

34%

And 47% said quotas are driven by historic information that does not represent current opportunity in

the market.7

47%

Involve the right team.

Help your entire team, including Finance, move beyond financial requirements and improve its market- orientation around potential.

SUCCESS TIP

#3

Ask yourself: What quota methods

do you use most?

And are they working?

48% of companies assume history predicts the future, leveraging

historic quotas.8

48%

39% of companies consider pipeline and market variations, leveraging account opportunity-driven data.9

39%

But only 12% of companies use a living account planning process to set goals and coach to the plan in real time.10

12%

Move beyond history.

Purely historic approaches often penalize sales reps. What happened in the past does not necessarily reflect what will happen in the future.

SUCCESS TIP

#4

And finally:

Remember the people. Make sure the process is transparent and field input is reflected in the process.

SUCCESS TIP

#5

Ready to create better quotas?

Take the next step and learn eight questions to ask when confronted with a complex quota issue: Watch “The Art and Science of Sales Quotas”

webinar recording.

Anaplan for SalesAnaplan for Sales delivers a dynamic planning and modeling solution that enables

sales leaders to strategize, align, and optimize sales performance. Establish an e�ective sales strategy, design and optimize equitable sales territories, align sales quotas with

revenue plans, motivate desired sales behaviors, and accurately predict future results—all on a single platform that integrates with your enterprise systems.

SOURCES1. SiriusDecisions. “Sales Planning Survey,” prepared for Anaplan. Published

2014. Accessed September 10, 2015. https://www.anaplan.com/papers/sirius-decisions-survey-2014/

2. Ibid.

3. Ibid.

4. The Bridge Group, Inc. “Inside Sales Metrics & Comp – 2015 Research.” Published March 24, 2015. Accessed September 10, 2015. http://blog.bridgegroupinc.com/inside-sales-metrics

5. “The Art and Science of Sales Quotas,” presented by Anaplan, Sales Globe, and Sales Management Association, 2014. Accessed September 10, 2015. https://www.anaplan.com/webinars/the-art-and-science-of-sales-quotas/

6. Ibid.

7. Ibid.

8. Donnolo, Mark. What your CEO Needs to Know about Sales Compensation—Connecting the Corner O�ce to the Front Line. New York: American Management Association, 2013.

9. Ibid.

10. Ibid.