Create a Sales Quota Plan

In this example you're the sales administrator and it's a month before the start of the fiscal year. You start the sales quota planning process by creating a new sales quota plan for the coming year.

Create a Spread Formula

This spread formula calculates the ratio of closed bookings among the child territories, and applies the ratios to the quota amount a sales manager wants to spread among the child territories.

1. In the Setup and Maintenance work area, go to the Manage Sales Quota Spread Formulas task:

   • Offering: Sales

   • Functional Area: Quotas

2. Click Add Row to add a new spread formula.

3. Enter these values:

   Field	Value
   Name	Closed Revenue
   Description	Spreads the source based on the ratio of closed revenue for the selected year.
   Metric	Closed Revenue

4. Click Save and Close.

Create a Seasonality Group

Create a new group for summer products for the new year.

1. In the Setup and Maintenance work area, go to the Manage Sales Quota Seasonality Groups task.

2. Click Create.

3. Enter these values:

   Field	Value
   Name	Summer
   Year	2021

4. Click OK.

5. In the Seasonality Factors region, enter these factor percentages for time periods:

   Time Period	Factor Percentage
   Quarter 1	15
   Quarter 2	40
   April	5
   May	15
   June	20
   Quarter 3	35
   Quarter 4	10

6. Click Save and Close.

Create a Quota Plan

1. In the Setup and Maintenance work area, go to the Manage Sales Quota Plans task.

2. Click Create.

3. Enter the sales quota plan information:

   Field	Value
   Name	Fiscal Year 2021 Sales Plan
   Description	Corporate Sales Quota Plan for Fiscal Year 2021
   Year	2015
   Calculate Default Territory Quota	Select. If selected, the application calculates the quotas for each of the territories using the default territory quota formula.
   Track	Deselect. Only one plan can track quotas for the year.
   Copy Quotas From	If quotas have largely remained unchanged from the previous year, then use the Copy Quota Plan option to move quotas from the previous year to the current year.

   Creating a quota plan automatically takes a snapshot of active territories.

4. Click Save and Close.

5. In the Details region, on the Options tab, enter these options:

   Field	Value
   Adjustment Threshold	10
   Territory Quota Formulas	Scale a measure from a past period by x percent. Use 5% and select the prior year, 2020. Territory quota formulas require territory metrics that are enabled and have values.
   Seasonality Factor Group	Summer

6. In the Sales Quota Territory Options table on the Options tab, expand the Global territory and enter the options as shown in the table for the Global Consumer Sales territory.

   Column	Value
   Allow Quota Edit	Select
   Adjustment Threshold (%)	8
   Territory Quota Formulas	x percent growth of a measure over a 3 year simple moving average 3 percent Prior year 2020 Closed Detail Revenue by Close Date measure

7. Select Track for the quota plan.

8. Click the Activate button and set the activation to right now to test. Upon activation, sales managers can go into the system to begin allocating quotas to their teams.

9. Click Save and Close.