Sales Quotas in Unpredictable Times
In the ongoing business environment the market uncertainty is making it difficult for companies to set a realistic and motivational target for their sales productivity. This is directly impacting the quota and target goals for the sales representative, thus affecting the budget and planning functions of the business. Setting a wrong target in turn will have substantial implications for a company’s compensation costs, retention of talented sales people and the credibility of the sales management team.
Deloitte Consulting LLP’s whitepaper, Sales Quotas in Unpredictable Times, discusses how a company should proceed for its quota-setting in this fluctuating economy. It takes a detailed look into the various ways to tackle the situation. In addition, it focuses on the tactics and effective practices that can become a part of compensation and quota contingency planning once the marketplace becomes normalized.
Download the PDF to learn how sales leaders can be better equipped to handle the current market scenario.