Quota Planning Methodologies

Quota Planning supports three methods for allocating a target quota.

• Top-down planning—Allocates the target quota starting at the highest level of the hierarchy down to each level of the dimension hierarchy, through the entire hierarchy. Use this method when target setting is centralized.
• Waterfall planning —Allocates the target quota starting at the highest level of the hierarchy step by step down to each level of the dimension hierarchy. Each level in the hierarchy reviews and makes adjustments before pushing the target quota down to the next level. Use this method when target setting is more decentralized with input from regional or business line sales leaders. One of the benefits of waterfall planning is that the adjustments made by sales managers are not visible to subordinates, who see only the adjusted target quota.
• Bottom-up—A collaborative approach performed in addition to top-down planning. After top-down allocation is complete, each level in the hierarchy, starting with the lowest level, reviews their target quota, enters their quota commitments, and pushes them up to the next level in the hierarchy.

Depending on how your administrator configured the application, you can:

• Perform bottom-up planning in addition to top-down or waterfall planning, and then compare the results.
• Plan by territory or resource.
• Plan overlay target quotas in addition to your primary target quotas.