Overview of Sales Quota Setup
Quotas are targets salespeople strive to reach. Set up this feature to simplify assigning quotas to salespeople and to track their progress. This chapter covers the basic setup for quota management using the UI. It doesn't cover quota import or advanced quota calculation features. Quotas functionality is available only in the CX Sales UI.
Here are the setup steps.
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Step |
Applies To |
Description |
Navigation |
Where to Get More Details |
|---|---|---|---|---|
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1 |
CX Sales |
You previously set up sales territories. Each salesperson eligible to receive a quota must be assigned to an active territory. Quota calculations rely on territory coverage. If you plan to use quota calculations, then make sure that territories have dimensional coverage defined. |
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See the Sales Territories and Assignment chapter. |
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2 |
CX Sales |
Seasonality applies percentages to split a quota over months or quarters to factor in seasonal fluctuations. Seasonality factor groups can be associated with quota plans or specific territories to account for variations in sales seasonality among different territories. Instead of entering quotas for each period of the year, you rely instead on seasonality to split your annual quota into period quotas. This task is optional. |
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See the topic: Set Up Sales Quotas |
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3 |
CX Sales |
The sales revenue goal is predefined for revenue quotas. You can add other types of goals, such as volume. This is optional. |
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See the topic Sales Goals in the Implementation Reference guide |
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4 |
CX Sales |
Create a sales quota plan for your fiscal year. One plan per fiscal year is required for tracking quotas for the entire territory hierarchy. The plan must be activated before you can allocate sales quotas. |
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See the topic: Set Up Sales Quotas |
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5 |
CX Sales |
Allocate sales quotas starting from the root territory down the sales territory hierarchy. |
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See the topic: Set Up Sales Quotas |