Setting up Quota Data

Objectives

After completing this lesson, you will be able to:

  • Import historical data and opportunities

Importing Historical Data and Opportunities

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.

Create a Template to Import Historical Data

Steps

  1. From the Territory Admin menu, select DataHistorical Sales.

  2. From the Download icon in the upper right, select Historical Data Template.

    This will initiate the template download to your default download folder.

Result

Once your template has been populated with data from your source system, you can then import the data into Territory and Quota.

Upload Historical Data

Steps

  1. From the Territory Admin menu, select DataHistorical Sales.

  2. Select the Upload icon.

  3. Navigate to the template containing the historical data.

  4. Select Upload Excel Data.

Generate a CRM Opportunities Template

Steps

  1. From the Territory Admin menu, select DataOpportunity Pipeline.

  2. From the Download icon in the upper right, select CRM Opportunities Template.

    Note
    Generating a template and uploading opportunity data is very similar.

Upload Opportunity Data

Steps

  1. From the Territory Admin menu, select DataOpportunity Pipeline.

  2. Select the Upload icon.

  3. Navigate to the template containing the opportunity data.

  4. Select Upload Excel Data.

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