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

Non-Sales Targets

Path: CRM > Planning > Sales Force Planning > Non-Sales Targets

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

While Sales Turnover is a target, Customer Satisfaction can also be reported as a target. In this context, when determining Non-Sales Target categories, it should be determined what kind of targets will be given to employees by the company and target categories should be created in this context.

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

Type:(Sales Target Categories are created from the System > Parameters > HR > Performance > Target Categories field. Sales Target Categories can be opened in criteria such as Turnover, Satisfaction Rate, etc., as well as 3-month, 6-month or Annual Targets. can be opened)

When entering the Non-Sales Target;

Category is entered,
Start and End dates are entered,
Target name is entered,
According to the target category in the number field, number of products to be produced, sales turnover amount, satisfaction rate, etc. amount or rate is entered.
In the Weight field, the percentage of the targets entered to the employees is entered.
Interim evaluation dates are entered.
In the Description field, explanations or criteria regarding the target are entered.
The relevant employees to whom the target will be given are selected.

Related in Other Modules. Functions

Sales Force Planning
Human Resources,
Performance,
Related to Sales modules.

Points are given by evaluating the interests and employee targets in the given Target Competency Evaluation field.

Sales Quotas

Path: CRM > Planning > Sales Force Planning > Sales Quotas

Sales quotas according to a company's purchasing or sales targets

Customer / supplier (Member) on the basis of,
On the basis of Brand,
On the basis of Product Category,
On the basis of Product,
On the basis of Member and Product,
On the basis of Member and Brand,
On the basis of Member and Product Category
On the basis of Brand and Product Category by Member, Brand, Category

Sales region, sales team, micro region, sales employee, branch, department, project, customer/supplier category or concubine

Monthly
Quarterly
Annually

allows to set targets according to turnover and profit within the range of amounts, rates, maximum and minimum amounts.

Sales Quotas can be given in TL and Transaction Currency.

Product returns can be deducted from the target.

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

Attention: The actual 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 to give the sales quotas according to Product Category and Brand. However, when giving quotas based on sales regions or teams, giving them on a Member and category basis allows the company to see the data as major.

Annual Turnover Targets

Path: CRM > Planning > Sales Force Planning > Annual Turnover. Targets

Annual Turnover Targets of a company

Based on Sales Region,
Based on Branch,
Based on Sales Team,
Micro On a region basis,
Employee basis,
Customer basis,
Brand basis,
Product category basis,
Member (Customer) Category basis

Monthly sales targets should be entered in Turnover, Quantity and Profit Ratio and what percentage of premium will be provided if they are achieved.

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

Example Scenario

Arven Ada Bilişim ve Danışmanlık Hizmetleri A.Ş. It is a company operating in the food industry. In order to realize sales in a more accurate manner, it gives annual sales targets to the sales team on a Product Brand basis. A monthly sales target of 350,000 TL is foreseen for the Karlıdağ brand, which is used in the production of bakery products.

Let's evaluate our monthly and annual sales on a product brand basis in line with the sales made.

Annual Turnover target is entered as a monthly sales target on a brand basis. 350,000 TL records are entered each month.

Let the total sales of the Karlıdağ Brand in March be 385,000 TL.

In March, Arven Ada Bilişim ve Danışmanlık Hizmetleri A.Ş. We can see that the company has achieved its sales targets by taking it on a Brand basis from the BI > Reporting > Report > Standard Reports > Sales > Quota and Sales Analysis report.

2018 We can see from the sales report that we achieved 110% of the sales targets envisaged for the Karlıdağ Brand in March.

We can receive our report based on Sales Orders or Sales Invoices. If you want to take our uninvoiced orders into account in destination control, a report should be obtained on an order basis.

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Type: WBO Version: Catalsyt v5 Licence: Standard Author: Workcube Core