At this point, we have created a territory program that contains a number of territories. Now, it’s time to see how we can apply quotas to these territories. A quota is defined as the target sales amount for a position for a specified range of dates. You may have seen this referred to as a goal or target; the terms can be used interchangeably.
Quotas can be very specific, or very broad. They can also be associated with different date ranges. Using the example of our growing company, Bikes In Motion, let’s look at a few examples of quotas:
- Each Sales Representative must sell 100 bikes each quarter.
- Terry Callahan has an individual quota to sell $100,000 worth of apparel each month.
- Amy Whitton has an annual sales quota of $1,500,000.
If all payees had the same quota, this would be relatively easy to set. However, in the real world, compensation teams must manage large teams in which each payee has a different quota. The Quotas workspace allows us to manage these quotas using interactive workflows that ensure each payee’s quota is fair and achievable based on historical data, upcoming opportunities, and manager input.