Defining Sales Quotas for Contacts

Defining sales quotas for contacts is similar to defining sales quotas for accounts. If the same contact is at several accounts, you can split the sales quota among those accounts to create sales quotas for the contacts at each account. For example, if one doctor is on the staff of several hospitals, you can define sales quotas for that doctor and split it among the hospitals to get a separate quota for the amount that should be sold to that doctor at each of those hospitals.

To define sales quotas by contact

1. In the Quotas Administration list, drill down on the name of the sales quota that you want to align.

2. Click the Contacts view tab.

3. In the Contacts list, add new records and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Contact	Select a contact whom you want to define a sales quota for.
   Amount	Do not enter a value here. This field displays the totals of the amounts you will enter in the Quota field of the periods list in Step 4.

4. For each contact, add new records to the Contact Quota Periods list for all the periods that you are defining a quota for, and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Period	Select a period. The periods that are available to select depend on the Quota Period that you selected in the Sales Quota record.
   Quota	Enter the sales quota for this account for this period.

5. Optionally, if you want to split the quota among different accounts for this contact, for each period record, add new records to the Affiliated Accounts list and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Name	Select an account associated with this contact.
   Quota Split %	Enter the percent of the contact quota that will be the quota for the contact at this account.
   Quota Split Amount	Displays the amount of the quota for this contact at this account, calculated by multiplying the Quota Split % times the Quota amount in the Contact Quota Periods record.
   Account Split %	Displays the percent of the affiliated account’s quota that will be assigned to this contact.
   Account Split Amount	Displays the amount of the affiliated account’s quota assigned to this contact.

6. After you have entered quotas for all periods for all contacts, in the Quotas form, click Rollup Quota.

   The Quota amounts for all the period quotas for each contact are rolled up into the Amount field of the Contacts records. The amounts for all contacts are rolled up into the Quota Value field of the Sales Quota record.