Target and Quotas

Targets and quotas are essential for sales force planning. The success of sales teams is directly related to the targets and quotas given here.

Non-Sales Targets

Route: Sales Force Management > Non-Sales Targets

Non-Sales targets are proportional and consistent targets communicated to employees by management or the relevant unit.

While Sales Revenue is a target, Customer Satisfaction can also be declared as a target. In this context, while determining the Non-Sales Target categories, it should be determined how the company will set targets for the employees, and within this scope, target categories should be created.

Warning:

Sales target categories are also used in the Campaign Targets field. While creating the categories, they should be created within the company, taking into account the targets that can be applied to accounts or employees.

Tip: Sales Target Categories are created from the "System > Parameters > HR > Performance Management > Target Categories" field. Sales Target Categories can be opened in terms of Revenue, Satisfaction Rate, etc., as well as 3-month, 6-month or Annual Targets.

When entering a Non-Sales Target;

• The category is entered,
• Start and End dates are entered,
• The target name is entered,
• In the number field, an amount or rate such as the number of products to be produced, the amount of sales revenue, and the satisfaction rate is entered according to the target category.
• The % of the targets given to the employees is entered in the Weight field.
• Midterm Interview dates are entered.
• In the Explanation field, the description or criteria related to the target are entered.
• To which employee the target will be given, the relevant employees are selected.

Related Functions in Other Modules

1. Sales Force Management
2. Human Resources,
3. Performance,
4. And associated with other sales modules.

The given target appears in the "Competency Evaluation" field and points are given by making evaluations according to the employee's targets.

Sales Quotas

Route: Sales Force Management > Sales Quotas

Sales quotas are based on a firm's purchasing or sales targets:

• On the basis of customer/supplier (Member),
• On a brand basis,
• On the basis of product category,
• Product based,
• On the basis of Member and Product,
• On the basis of Member and Brand,
• On the basis of Member and Product Category
• Based on Brand and Product Category,
• By Member, Brand, Category

It allows targeting according to revenue and profit in the range of amount, rate, maximum and minimum amount:

• Monthly
• for 3 months
• In annual periods

To sales regions, sales team, micro-region, sales staff, branch office, department, project, customer/supplier category, or current.

Sales Quotas can be given in USD and Transaction Currency.

It is possible to reduce product returns from the target.

You can compare the actual data with the quota targets given in the Quota Targets field on the Sales Quota detail screen, in terms of quantity and amount.

Warning:

The realized amounts of the targets entered in the sales quota are Sales. It comes according to the company, sales employee, project, product, product brand, category selected in the sales invoice.

Tip: It will be administratively easier for you to give Sales Quotas by Product Category and Brand. However, when giving quotas by Sales regions or teams, giving them on the basis of Member and category allows the company to see the data better.

Annual Revenue Targets

Route: Sales Force Management > Annual Revenue Targets

It is the section where monthly sales targets are entered in Revenue, Quantity, and Profit Rate and the rate of premium to be earned in case of realization:

• On the basis of Sales Region,
• On a branch office basis,
• On the basis of the Sales Team,
• On a micro-region basis,
• On an employee basis,
• On a customer basis,
• On a brand basis,
• On the basis of product category,
• On the basis of Member (Customer) Category

Annual Revenue Targets of a company.

In the sales plan line according to the scope, information about the region, branch office, team, micro-region, employee, customer, product category, brand and member categories is displayed and monthly sales targets are entered.

Model Scenario

McDeers is a company operating in the food industry. In order to realize its sales in a more accurate structure, it gives annual sales targets to the sales team on the basis of Product Brand. A monthly sales target of 350,000 USD has been foreseen for the Bake and Rake brand, which is used in the production of Bakery Products.

In line with the sales made, let's evaluate our monthly and annual sales on the basis of product brand.

The annual revenue target is entered as a monthly sales target on a brand basis. 350,000 USD registration is entered each month.

Let the total sales of Bake and Rake Brand made in March be 385,000 USD.

In March, we can see that the company McDeers has achieved its sales targets by taking the Brand basis from the BI Report > Report > Standard Reports > Sales > Quota and Sales Analysis report.

We can see from the sales report that we achieved 110% of the sales targets predicted for the Bake and Rake Brand in March 2021.

We can get our report according to Sales Orders or Sales Invoices. If you want to consider the not-yet invoiced orders in the target control, an order-based report should be obtained.