Académique Documents
Professionnel Documents
Culture Documents
Sales Quotas
a) Provide goals: sense of directions, salespeople
have to focus on work in keeping with co.
objectives, present challenges to work harder and
perform better
Sales Quotas
a)
Quota (in
lakh rupees)
Actual Sales
(in lakh
rupees)
Difference (in
lakh rupees)
Performance
Index (in %)
20
20.5
+0.5
102.5
15
15.1
+0.1
100.66
18
17.8
-0.2
98.88
22
22.1
+0.1
100.45
Sales Quotas
c) Controlling expenses/salespersons activities;
failure to achieve quota enables sales manager to
spot deviation in performance
Sales Quotas
c) Controlling
expenses/salespersons
activities;
failure to achieve quota enables sales manager to
spot deviation in performance
d) Strengths & weaknesses in structure; Change of
direction
Sales Quotas
c)
d)
e)
i.
ii.
10
11
12
13
14
15
16
17
19
20
21
23
Quota Administration
Motivating Quota
Setting understandable quotas
Involvement of sales person
Keeping them updated
Common problems
Deciding priority of accounts
Allocation between present & prospect
customers
Proper balance between selling & non
selling activity
For overly demanding a/c s.
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