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About Sales Quotas and Siebel Territory Management

A quota is the target amount or number of sales the sales representative is expected to achieve. Quotas are often based on the expected performance within the sales representative's territory.

You can use Siebel Territory Management to align sales quotas, in addition to using it to align territories. You can assign sales quotas based on accounts, contacts, postal codes, or geo zones.

The amount of the quota is defined at the customer level. For example, you are defining sales quotas by account. You have 500 hospitals that are your accounts. You have a specific drug that you sell to hospitals that you want to define a sales quota for. To do this:

• You define the sale quota for sales of that drug to each hospital for each period. The period could be month or quarter.
• The total national sales quota for that drug is the sum of the sales quotas you defined for all the individual hospitals. You get this amount by rolling up the sales quotas that you defined for all the individual hospitals for all the periods. The total sales quota could be for a year, so Siebel Territory Management would roll up the quotas for all the hospitals for all the quarters or months in that year.
• The sales quota for each territory is a function of which hospitals are in each territory. You get these amounts by doing a territory alignment for the territory hierarchy that you associated with the sales quota. The sales representative for each territory is assigned the sales quota for that territory.

This example shows what happens when you define quotas for accounts, and Siebel Territory Management works in a similar way when you define quotas for contacts, postal codes, or geo zones.