1. Working with Sales Planning
  2. Working with Quota Planning
  3. Setting Quota Targets

Setting Quota Targets

Setting quota targets is the first step in the quota planning process.

The target quota is the high-level strategic plan for the next year, set for the All Territory or All Resource Level—the highest level in the hierarchy. It's usually set by someone in Sales Management or Sales Operations.

Set a target quota for the next year and make adjustments before allocating the target quota down the hierarchy. Planners perform top-down or waterfall planning and optionally bottom-up planning to allocate the target quota throughout the hierarchy.

Quota targets are set at a yearly level:

  • As a percentage, based on growth over last year's actuals values
  • As an absolute number
  • By running a prediction and using the predicted value as the target

The Set Targets component Set Targets icon provides several ways to help you set your quota targets.

Prerequisite: An administrator must have loaded the previous year's bookings/revenue for all the territories or resources and run the Process Actuals rule.

From the Home page, click Quota Planning Quota Planning icon, and then click Set Targets Set Targets icon.

Table 3-2 Setting Quota Targets

Task Description More Information
Overview icon Overview See an overview of revenue and quota along with other important measures. Analyzing Quota Targets with Dashboards
Set Growth icon Set Growth
  • Set your target quota using a growth rate method or by entering a value.
  • Adjust target quota values by product if required for your business.
  • Perform what-if analysis and adjust your target if needed based on best case, worst case, and conservative scenarios.
Predictive Planning icon Predictive Planning

Predict target quota values and compare to growth rate-based targets. Optionally, use predicted values as your target quota.

 Predicting Target Quota Values

Tutorials

Tutorials provide instructions with sequenced videos and documentation to help you learn a topic.

Your Goal Learn How
Learn how to set overall quota targets, and set targets by product in Oracle Smart View for Office for Sales Planning. After allocating target quota, you review and adjust quota by product in Smart View, and then you review quota in PowerPoint.

video png Setting and Analyzing Quotas in Sales Planning with Smart View

Learn more about setting quota targets.

video png Setting Quota Targets