We saw earlier that bottom-up territory programs use historical data to determine baseline quota amounts. Historical data is a valuable tool for quota setting because it allows you to leverage data on past performance to create a quota baseline. This data can be extracted from source systems and uploaded via an Excel™ template.
In addition to historical data, you can also upload your opportunity pipeline from a CRM or other sales system. The difference is that this data represents sales opportunities in your organization’s CRM instead of actual historical sales. As such, CRM Opportunities include data such as projected value, probability percentage, and status.
While historical data is generally used for bottom-up quotas, you can also leverage both historical and pipeline data for top-down quotas.
