About Quota Planning
The Quota Planning business process offers top-down and bottom-up target quota planning by territory, product, account, or other custom dimensions. Use Predictive Planning and what if scenario planning to explore and compare different quota scenarios for informed decision making. Quota Planning builds best practices into its content, including its forms, calculations, dashboards, infolets, drivers, and measures.
Quota Planning helps you plan reliable target quotas by engaging all of the participants of the process, for example, the VP of Sales, Sales Operations, Sales Managers, and Sales Reps. Set a target quota for the next year. Then, optimize your results by making adjustments by product, applying padding or seasonality, or performing predictive planning or what-if analysis. When the target is ready, planners perform top-down or waterfall planning to allocate the target quota throughout the hierarchy.
If needed in your organization, you can also perform bottom-up planning to get quota commitments from Sales Reps, allowing a collaborative approach. After the target quotas are pushed up to the next level of the hierarchy and aggregated, you can compare top-down and bottom-up results. Use the built-in dashboards to analyze and evaluate your quota plans with quota attainments.
Enhance the planning process in your organization by adding additional measures, task lists, or approvals.
Videos
| Your Goal | Watch This Video |
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| Learn more about Quota Planning. |
Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you learn a topic.
| Your Goal | Learn How |
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| See how to enable and configure Quota Planning in Sales Planning. Learn how to set variables, prepare actual and forecast data, and verify the configuration. |
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