Did you know that 50% of organizations create between 5-10 iterations of their sales quotas before they are assigned? Get the process right and plan to win with these five tips for better sales quotas. Learn more by visiting www.anaplan.com Like Anaplan on Facebook: https://www.facebook.com/anaplan Follow Anaplan on Twitter: https://twitter.com/anaplan Follow Anaplan on LinkedIn: https://www.linkedin.com/company/anaplan Like Anaplan on Google+: https://plus.google.com/+AnaplanInc/posts Follow Anaplan on our YouTube channel: http://www.youtube.com/c/AnaplanInc

1. Plan to win
5 success tips for
better quotas

2. Quota setting.
It happens the same
way every time…

3. Plan, revise

4. Plan, revise
plan, revise

5. Plan, revise
plan, revise
and then
plan, revise again.

6. SUCCESS TIP
#1
Don’t get stuck in
legacy patterns.
The “way you’ve always done
it” can limit your thinking—and
prohibit you from capitalizing
on market opportunities.

7. In a recent survey by SiriusDecisions,
50% of organizations create between
5-10 iterations before finalizing their
quota assignments.1

8. 28% create more than 10 iterations.

9. As a result, sales people typically
start the fiscal year without
knowing their quota assignments.
$
$ ?
$
$
?

10. 54% of companies surveyed deliver
quotas 2 weeks to a month after
the start of the fiscal year.2
54%

11. SUCCESS TIP
#2
See beyond a single
number.
Setting quotas is an intricate
process. You have to pay
attention to how numbers are
selected, not just the numbers
themselves.

12. Has your company found the right
balance when setting quotas?
$ $$
$

13. Without an effective
process it’s challenging
to get sales reps to buy
into their quotas.

14. Especially when the corporate
strategy changes.

15. Your CEO now demands
successfully expanding into
a new vertical.

16. At the same
time, your
competition
is closing in
on your top
accounts.

17. The sales plan must change,
impacting quota targets—
everyone gets frustrated.

18. 42% of organizations
re-evaluate between 21-40% of
their sales quota assignments.3
42%

19. On average, more than 42% of
companies reported that less than 50%
of reps were meeting or exceeding
their quota.
42%

20. $
$
$
There is money being left on
the table here. But fixing
the problem is easier
said than done.
$

21. 38% of companies reported having a
lack of effective processes to
accurately set quotas.5
38%

22. 34% of them lack the information
to accurately set quotas.6
34%

23. And 47% said quotas are driven by
historic information that does not
represent current opportunity in
the market.7
47%

24. Involve the right team.
Help your entire team,
including Finance, move
beyond financial requirements
and improve its market-
orientation around potential.
SUCCESS TIP
#3

25. Ask yourself:
What quota methods
do you use most?

26. And are they working?

27. 48% of companies assume history
predicts the future, leveraging
historic quotas.8
48%

28. 39% of companies consider pipeline
and market variations, leveraging
account opportunity-driven data.9
39%

29. But only 12% of companies use a living
account planning process to set goals
and coach to the plan in real time.10
12%

30. Move beyond history.
Purely historic approaches
often penalize sales reps. What
happened in the past does not
necessarily reflect what will
happen in the future.
SUCCESS TIP
#4

31. And finally:
Remember the people. Make
sure the process is transparent
and field input is reflected in
the process.
SUCCESS TIP
#5

32. Ready to create
better quotas?
Take the next step and learn eight questions to ask
when confronted with a complex quota issue:
Watch “The Art and Science of Sales Quotas”
webinar recording.

33. Anaplan for Sales
Anaplan for Sales delivers a dynamic planning and modeling solution that enables
sales leaders to strategize, align, and optimize sales performance. Establish an effective
sales strategy, design and optimize equitable sales territories, align sales quotas with
revenue plans, motivate desired sales behaviors, and accurately predict future
results—all on a single platform that integrates with your enterprise systems.

34. SOURCES
1. SiriusDecisions. “Sales Planning Survey,” prepared for Anaplan. Published
2014. Accessed September 10, 2015.
https://www.anaplan.com/papers/sirius-decisions-survey-2014/
2. Ibid.
3. Ibid.
4. The Bridge Group, Inc. “Inside Sales Metrics & Comp – 2015 Research.”
Published March 24, 2015. Accessed September 10, 2015.
http://blog.bridgegroupinc.com/inside-sales-metrics
5. “The Art and Science of Sales Quotas,” presented by Anaplan, Sales Globe,
and Sales Management Association, 2014. Accessed September 10, 2015.
https://www.anaplan.com/webinars/the-art-and-science-of-sales-quotas/
6. Ibid.
7. Ibid.
8. Donnolo, Mark. What your CEO Needs to Know about Sales
Compensation—Connecting the Corner Office to the Front Line. New
York: American Management Association, 2013.
9. Ibid.
10. Ibid.