1. Marketing, Sales Force Automation, and Partners
  2. Sales Force Automation
  3. Setting Up SFA
  4. Quotas
  5. Establishing a Quota

Establishing a Quota

To establish quotas:

  1. Go to Forecast > Setup > Establish Quotas.

  2. In the Rep field, select the sales rep for whom you want to set up quotas.

    For an employee to show up in this list, go to their employee record at Lists > Employees > Employees. Click Edit, and then on the Human Resources subtab in the Sales Rep field, select Sales Rep.

    When you select a sales rep, the periods or months for the year selected fill in the following columns.

    To create a quota for a sales team, select the team manager in the Rep field and check the Team Quota box. For more information about team quotas, read Team Quotas.

    Note:

    If you select a sales manager or sales administrator, the quota you set is for that individual and not for the sales team. To make it a team quota, check the Team Quota box.

  3. To set a quota for a specific item, department, class, or location, make your selection in the corresponding field.

    You can only base a quota on one of these options. For example, if you set a quota for an item, you can't also base that quota on a location.

  4. In the Saved Search field, select the Commissionable Item search on which to base this quota.

    Note:

    Enable the Employee Commission feature to base a quota on a saved search.. See Commissions.

  5. If you use NetSuite OneWorld, select the subsidiary associated with transactions measured by this quota.

    If you select a parent subsidiary, this quota measures sales associated with the parent and all of the child subsidiaries. For more information, see Set up NetSuite OneWorld.

  6. In the Year field, select the year for which to establish quotas. You can set quotas up to five years in the past or future.

  7. In the Total field, do one of the following:

    • Enter a total sales dollar amount for the year, and click Distribute to divide this total evenly to each period.

    • In the Amount column for the first period, enter the amount that you want as the quota for each period. Click Fill Down for this amount to fill in the Amount column for each period. The sum of all period quotas appears in the Total field.

    • Enter individual sales quotas for each period below, and the total field fills with the sum of the period amounts.

  8. In the Target On field, select from the following options:

    • Sales – This quota measures the sales amounts.

    • Alt.Sales Amount – This quota measures the alternate sales amounts.

      For more information, read Alternate Sales Amounts.

    • Custom Field – This option displays the Custom Field field through which you choose the amount field on which this quota should be measured.

  9. In the Custom Field, select the custom transaction column amount field on which this quota should be measured. Custom transaction column fields must be defined by Type: Currency. They can be based on any standard or custom currency amount field. For more information, read Creating a Custom Field, Field Type Descriptions for Custom Fields, and Transaction Line Custom Field.

  10. Click Save.

When you set quotas for individual sales reps, you can set up and view each rep's personal forecast compared to their quota. Edit and adjust forecasts for sales reps at Forecast > Setup > Edit Sales Rep Forecast.

Use the Sales Forecast vs. Quota report to view your sales reps’ success with their quotas throughout each sales period. NetSuite updates this report with each sales transaction, so you and your sales reps know exactly how close they are to their quotas.

If you use the Alternate Sales Amount feature, NetSuite gives you these quota reports:

For more information on the Alternate Sales Amount feature, read Alternate Sales Amounts.

To view or edit existing quotas, go to Forecast > Setup > Establish Quotas. Select the year and sales rep whose quota you want to view. Select the item, department, location, or class if you have set up quotas based on any of these. The Total field fills when you select your choices.

Related Topics

General Notices