Sales quota / target
Σύντομη απάντηση
The commercial objective assigned to a rep, team or territory for a period, with its commission rule.
Βασικά συμπεράσματα
- Account potential (categories, estimated wallet share)
- Capacity: monthly visits × historical conversion
- Segment seasonality
A sound target derives from territory potential and real visit capacity, not from an evenly split budget.
Building it defensibly
- Account potential (categories, estimated wallet share)
- Capacity: monthly visits × historical conversion
- Segment seasonality
Signs the target is wrong
- The same people always overshoot and others never reach it
- Commission is paid on revenue while margin declines
Πραγματικό παράδειγμα
Two reps on €120k a month: one has 40 accounts worth €300k of potential, the other 90 accounts worth €140k. The second cannot reach it at all.
Ενημέρωση:
Συχνές ερωτήσεις
Revenue or margin target?+
Margin, whenever reps can discount.
How do I track it?+
In the CRM, per rep and territory, actual versus target with an open-pipeline projection.
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Σχετικοί όροι
Sales territory management
Splitting the market across reps by clear criteria so every account has exactly one owner.
ΠωλήσειςPipeline coverage
How many times open pipeline value covers the period's sales target.
ΠωλήσειςWin rate
The share of closed opportunities that were won - the main indicator of sales process and qualification quality.