View & listen to the recorded webinar including Q&A here.

May 10, 2012

Logistics for todays call.

All attendees will be on silent mode during the

presentation. Please utilize the Questions feature to ask questions; simply type in your question and press enter. At the conclusion of the presentation, the moderator will facilitate the Question & Answer session utilizing the Questions feature.

Sales Benchmark Index will.

Send a copy of the presentation to you Additional questions can be sent directly to:

Joshua.Meeks@salesbenchmarkindex.com

Join us for our next Webinar.

Designing Inside Sales Organizational Models
Thursday, June 14th 1:00 p.m. Central 30 minutes Register at:

http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/

Joshua Meeks
Brief Bio
Senior Consultant at Sales Benchmark Index Prior to SBI,
9+ years at Hewitt Associates / Aon Hewitt Sales Operations Sales Strategy Marketing Strategy Corporate Strategy 10+ years of experience in Account Segmentation, Sales Compensation, Territory Design, Key Account Management and Strategy. Joshs client experience includes General Dynamics, Perot Systems, iRobot, American Airlines, and MeadWestvaco.

Agenda
Definition of a Good Quota

Implications of poor quota setting

Five components to designing accurate Quotas

Quality Quotas are S.M.A.R.T.

Implications of a Poor Quota

The Sales team has a large portion of income at risk and directly tied to quotas

Quotas are too High

Quotas are too Low

Implications Increased Sales Turnover Overpaying for Performance Decrease in Sales Effort
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Poor Sales Results

Five Components of Quota Setting

Organization Goals
Target Sales goal for the firm Retention Sales vs. New Sales Number of units sold

Historical Performance
Capacity of a Sales Force Cost of Resources

Sales Talent
Level of Sales Experience Tenure with Organization

Market Potential
Opportunity within a given Territory/Market

Sales Cycle
Frequency of Sale

Organizations Goals

Organization Goals
Target Sales goal for the firm Retention Sales vs. New Sales

Sales Goal FY2013 by Customer Type

Values in Millions of ($USD)

783

555

Reviewing organizational goals will enable a top down approach to understand what needs to be done each year.

375 555 150 30 185 43 Sales Objective Renewal Business New Business / Existing Customers

Alpha Beta Gamma

143
110

25 10

85 70
5

New Customers
9

Historical Sales Performance

Historical Performance
Capacity of a Sales Force Cost of Resources

Sales FY2012 by Sales Rep

Values in Millions of ($USD)

% to Quota by Sales Rep

9
Values in Millions of ($USD) 135

Total Sales

110 101 89 5 5 62 3

117

100%

Donna Chuck

Tim

Larry

Megan Albert

Donna Chuck

Tim

Larry Megan Albert

10

Percent to Quota

Market Potential
Acme Company 2013 TAM
3,561 Companies | $1.31B Revenue Opp

Market Potential
Opportunity within a given Territory/Market

10,000+ employees

5,000 9,999 employees

500 4,999 employees

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Sales Cycle

Average sales cycle length Seasonal buying trends Budget cycles

Sales Cycle
Frequency of Sale
12

Sales Talent

Sales Talent
Level of Sales Experience Tenure with Organization

13

Summary
Organization Goals
Target Sales goal for the firm Retention Sales vs. New Sales Number of units sold

Historical Performance
Capacity of a Sales Force Cost of Resources

Sales Talent
Level of Sales Experience Tenure with Organization

Market Potential
Opportunity within a given Territory/Market

Sales Cycle
Frequency of Sale

View & listen to the recorded webinar including Q&A HERE.

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Further interest.
Sign-up for a free quota setting consultation by:
E-mailing joshua.meeks@salesbenchmarkindex.com

View & listen to the recorded webinar including Q&A here. Additional questions can be sent directly to: Joshua.Meeks@salesbenchmarkindex.com

Join us for our next Webinar.

Designing Inside Sales Organizational Models
Thursday, June 14th 1:00 p.m. Central 30 minutes Register at http://www.salesbenchmarkindex.com/webinar-designing-inside-sales-organizational-models/

Thank-You for attending

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