Defining Sales Quotas for Accounts

Defining sales quotas for accounts is similar to defining sales quotas for postal codes or geo zones, with one difference. You can split the sales quota for the account among contacts at that account to create sales quotas for the contacts.

To define sales quotas by account

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

2. Click the Accounts view tab.

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

   Field	Comments
   Account	Select an account that 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 account, add new records to the Account Quota Periods list 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 contacts at the account, for each period record, add new records to the Affiliated Contacts list and complete the necessary fields. Some fields are described in the following table.

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

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

   The amounts for all the period quotas for each account or Geo Zone are rolled up into the Amount field of the Account or Geo Zone records. The amounts for all accounts are rolled up into the Quota Value field of the Sales Quota record.