Setting quota is an effective way of quantifying performance, by ensuring that you and your team are on the right track towards meeting your sales objectives and targets. Your web application allows you to set and track quota for yourself and your team members. You can create different types of quota and customize them for a particular pipeline, product, or territory level.
Note: The ability to view, create, or assign quota is subject to permissions configured to your role. Contact your admin to get the required permissions enabled.
If you are a user who would like to assign quota to your team and track them, you require ‘View’, ‘Create’, and ‘Edit’ permissions for the Sales goals to be enabled for your role.
Adding a Quota
Here’s how you can configure a quota:
Go to Deals >> Sales Forecast
Note: To be able to create and assign Quota to others, you will need ‘View’, ‘Create’, and ‘Edit’ permissions enabled and ‘All goals’ scope enabled.
Click This opens an ‘ADD QUOTA’ overlay where you can configure quota for yourself or your team members. .
Add quota details.
Each quota can be assigned the following details:
- Quota period: Set the period for which this quota will be valid. Opt between the following:
A. Weekly - Quota will be assigned for a week (Sunday to Saturday)
B. Monthly - Quota will be assigned for a month
C. Quarterly - Quota will be assigned for a quarter. January to March is considered the first quarter of the year.
D. Yearly - Quota will be assigned for a year.
- Time Range: The time frame for which you want to set the quota. If you have assigned a weekly quota, then you can define the weeks the quota is applicable for.
For example, if you have chosen a monthly quota, here’s the time ranges you can assign to your quota:
This Month: The quota will be calculated from the first day to the last day of the ongoing month.
Next Month: The quota will run from the first day to the last day of the upcoming month.
All months this quarter: This will create quota for the current and all remaining months of the current quarter.
All Months this year: This will create quota for the current month and all remaining months of the ongoing year. Ex.: If you are in October and selecting this option, the quota will be created for October, November, & December.
Custom Period: This allows you to select the months for which the quota will apply.
Similarly, for other quota periods, you can choose from the following time ranges:
Note: You cannot create quota for past periods. You can only create quota for current and future periods.
- Quota Type: Choose between User quota or a Team Quota.
A. User Quota: Select the user(s) to whom the quota would be assigned.
Note: If you select 4 users, and set a quota of $1000, then each user will have a $1000 quota assigned.
B. Team Quota: Select a Team to which the quota will be assigned. Once a Team is selected, you can assign quota to individual team members and distribute it equally or proportionately. You can also exempt certain users, say the Manager, from being assigned the quota. The sum of all individual team members' quota will be the particular team quota.
- Metrics: Select the metric with which you would like to measure the user’s performance. Choose between the following metrics:
Deal Value: Measures the quota based on the Deal Value of won Deals.
Won Deals: Measures the quota based on the count of the won Deals.
- Target: The value that needs to be equaled or exceeded to complete a quota successfully. For Won Deals count, the target is the number of successfully won deals; for revenue quotas, the target is the revenue brought in through won deals.
Note: Deal Value quotas are always calculated in Base Currency.
- MORE DETAILS: Add details to your quota by setting quotas on pipeline, territories, or product level. Please remember that these are optional values that can be set. If not set, deals won from all pipelines, territories, and products will be considered towards the calculation of the attainment of the quota.
For quota set with such conditions, only if a deal matching the assigned conditions is won will the deal count/value be attributed to the user.
For example, if you are assigning a Monthly User quota of $500 for a particular pipeline, say Field Sales, only when a sale pertaining to that particular pipeline is made, will the quota attainment be considered. If a deal on any other pipeline is won, it will not be calculated towards this quota.
4. Click for the quota to take effect.
How is the attainment of a quota tracked and calculated?
Quota attainment is calculated based on details configured to a quota. For ongoing quotas, the attainment is calculated in real-time.
For example, consider John is a sales agent and has been assigned a revenue quota of $1000 for the month of April. If John has closed deals worth $800 by the end of the month, his attainment will be calculated as 80%.
For past quota, the attainment is not calculated after the completion of the quota. This means, if John’s deal value was changed post the expiry of the quota, the change will not be reflected in the quota. However, users can opt to Recalculate the quota to reflect the updated value.
Note: Once a recalculate operation is run on a quota, a user will have to wait for 3 hours before recalculating the same quota. However, the user can recalculate other quota.