Program Overview

One of the critical responsibilities of the Sales Manager is to translate the overall company revenue objectives into divisional and individual salesperson quotas or targets.  This Executive Education program is designed for the Sales Manager charged with delivering the revenue line for his/her district, branch office or division.  The program explores the differences between using volume vs dollar quotas and how to utilize breakeven when setting territory quotas.  The program participant learns about quotas as a productivity measure as well as a motivational tool.  Various quota setting strategies are explored including the pros and cons to setting straight individual sales quotas; to quotas by Customer Type; to quotas by Product Mix Priority; to a hybrid approach.  The Sales Management Executive Education program will enable participants to practice the art of negotiation in setting individual salesperson quotas while maintaining the integrity of the overall company revenue targets.  The outcomes include fairer, yet challenging quota setting, revenue achievement at better margins and a more motivated field salesforce.

Who Attends

Sales Managers

Impact & Benefits

  • Better Margins through Effective Quota Setting

Faculty  

Steve L. Savino