- Overview: We set context, define the four roles of quotas, and outline the quota setting process. (Quick view: 5 min.)
- Distributions: We define frequency distributions and identify which type of quota distribution is best. (Quick view: 4 min.)'
- First Bad Habit: We identify three warning signs that quota setting has gone awry. Describe the first bad habit: using quotas as a way to give positive or negative feedback through easy or hard quotas. Identify common rationalizations for this bad habit, and expose their faults. (Quick view: 6 min.)
- Database: We specify what is needed in a quota setting database. (Quick view: 7 min.)
- Basic Quota Math: We examine two basic ways to set quotas: uniform growth and relative growth. Every person involved in quota setting needs to understand the strengths and weaknesses of these two methods. (Quick view: 5 min.)
- Quota Testing: We describe: the need for quota testing, how to do a quota test, how to measure quota error to find the best quota setting method, and how to further analyze the test through charting. Quota testing is a new concept that can help you increase quota setting accuracy. (Quick view: 8 min.)
- Second Bad Habit: We define over-assignment, or quota padding. Then we expose its various flawed rationalizations. We have yet to find a valid case in favor of over-assignment. (Quick view: 8 min.)
- Third Bad Habit: We define market potential and explore the various problems associated with not using market potential data during quota setting. (Quick view: 6 min.)
- Quota Tool: We integrate the essential ingredients from the prior eight chapters to create a powerful, yet easy to use quota setting tool. All managers, or those who are assisting them, need do is assemble the requisite data. From there, managers can review the initial quotas generated, make their adjustments as needed, and submit their recommended quotas for review. (Quick view: 14 min.)
- Implementation: We describe the fourth bad habit (releasing quotas late), provide a five-step program for effective quota communications, and describe key administrative issues and best practices for resolving them. (Quick view: 9 min.)
The best way to ensure mastery of our quota setting course is to augment it with coaching. Each team is assigned a quota setting expert who helps them apply the course to their specific situation.
- Managers are divided into teams of three or less.
- Three coaching calls, each one hour in length, ensure managers: Take the course, understand the content, and apply it properly to their immediate situation.
- Before each coaching call, participants submit assignments to their coach for review.
- During the call, the coach provides assignment feedback and answers questions.
- Ideally, the course coincides with the actual quota setting process, thus delivering immediate benefits.
For additional details on our Set Better Quotas! expert coaching course, visit our eLearning Portal.