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sales-benchmarking Sales Benchmarking: A New Tack in Assessing Sales Problems

Learn how applying the science of benchmarking to the art of sales can produce extraordinary results.

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acceleratingAccelerating the Sale

Learn about the benefits of web touch selling on Return on Sales with case studies of companies that have augmented their field sales with this approach.

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seven-levelsSeven Levels of Benchmarking

Learn about the different levels of benchmarking and the increasing results that can be expected from moving to more advanced level.

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how-to-benchmarkHow to Benchmark Sales

Gain insight on how to prepare for and execute a sales benchmarking initiative to drive performance.

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Quota Setting

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Fair and accurate quotas energize sales people and sales organizations.  They allow sales leadership to signal what is important to the members of the team.  Approximately 90% of companies assign quotas to the sales force, yet quota attainment is often less than 50%.  Since quotas are a barometer, they tell the organization if they are successful or not.  If quota attainment is low, and the issue can be attributed to a poor quota setting methodology, fixing the process can have a significant performance improvement.

A quota setting solution can deliver the following benefits:

  1. Accurate goal setting in a volatile business environment
  2. Objective, data-driven targets set at the territory level with input from local management
  3. Ensure the goals are fair, realistic, and motivational