Transform corporate goals into measurable responsibilities based on real market potential and sales capacity.
Sales quotas are performance responsibilities distributed across the sales organization, region, team, or employee level, representing a company target. It's easy to simply add a fixed growth rate to last year's result; however, quotas can be unfair or unrealistic if market potential, customer portfolio, product strategy, season, and employee capacity are not taken into account.
Minerva allows you to create, distribute, and compare different quota types hierarchically. Quota changes, approvals, and in-period revisions can be tracked.
Quota models
Revenue, net sales, volume, and gross margin quotas
New customers, new products, and strategic product goals.
Collection, payment terms, and customer retention targets.
Downward distribution from the company to region, team, and employee.
Upward suggestion process from sales employee to management
Monthly, quarterly, and annual periods
Seasonal weights and seasonal target profiles
New employee, leave and region change arrangements.
Base, target and superior performance levels
Evaluate the quality of your data quota.
After quota allocation, the total target should be compared with market potential, sales pipeline coverage, and resource capacity. Excessively low or high quotas can disrupt the incentive system and sales behavior.
Design quotas not just as numbers distributed from above, but as management contracts that link strategy, market opportunity, and sales responsibility.