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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. When creating categories, they should be created by taking into account the objectives that can be applied to corporate companies or employees within the company.

Non-Sales When entering the target;

Category is entered,
Start and End dates are entered,
Target name is entered,
Target name is entered in the number field. according to category, number of products to be produced, sales turnover amount, satisfaction rate, etc. amount or rate is entered.
In the Weight field, information is entered as to what percentage of the targets entered are of the targets given to employees.
Interim evaluation dates are entered.
Relevant employees to whom the target will be given are selected.

Hint: In the Given Target Competency Evaluation field, points are evaluated according to interests and employee targets.

Sales Quotas

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

Sales quotas can be created in the following ways according to a company's purchasing or sales targets.

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

Sales region, sales team, micro region, sales employee, branch, department, project, customer/supplier category or concubine Giving targets according to turnover and profit in the range of quantity, rate, maximum and minimum amount in Monthly, Quarterly, Annual periods provides.

Product returns can be reduced from the target. You can compare the given quota targets with the actual data in terms of quantity and amount from the Quota Targets field on the Sales Quota detail screen.

Attention: The actual amounts of the targets entered in the sales quota are being recorded as Sales. It comes according to the company, sales employee, project, product, product brand, category selected in the sales invoice.

Annual Turnover Targets

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

Annual Turnover Targets can be created in the following ways.

Based on Sales Region,
Based on Branch,
Based on Sales Team,
Based on Micro Region,
Based on Employees,
Based on Customers,
Brand This is the section where sales targets are entered on a monthly basis,
on a product category basis,
on a Member (Customer) Category basis

monthly sales targets in Turnover, Quantity and Profit Ratio, and at what rate they will be entitled to a premium if they are achieved. According to the scope, information about region, branch, team, micro region, employee, customer, product category, brand and member categories is displayed in the sales plan line, and monthly sales targets are entered.

Sample 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 the Quota and Sales Analysis report on a Brand basis.

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

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

We can see it by taking it on a Brand basis from the Quota and Sales Analysis report.

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About Workcube Objects

Targets I Given

If there are defined goals for the employee, it is used to track the employee's own goals and achievement rate.

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