Sales Quota Setting – Getting the Results You Need

Presented by WorldatWork in partnership with ZS Associates

Surveys confirm that quota-setting is the #1 challenge facing effective sales compensation plans.  Sales compensation planning and quota allocation cannot be separated, they are co-joined competencies.

Whether you are a sales compensation designer, internal consultant or program administrator, you cannot ignore how to develop and apply best-in-class quota setting methods.

To be a credible partner with sales management and other sales compensation stakeholders, you must be fully conversant in quota setting practices.  A faulty quota setting methodology will surely impact the effectiveness of your sales reward plans.  It’s imperative to show an understanding of how sales quotas work, how they are set and how to make them fair and achievable for the sales team.  The starting point for gaining that understanding is “Sales Quota Setting – Getting the Results You Need.”  This ultimate practical application course can lead to enormous benefits for your organization such as improved sales productivity as well as greater sales compensation collaboration between HR, sales operations and finance.

This course will provide attendees with the knowledge and skills needed to fully understand the sales quota setting process and the benefits that will help find the right balance in setting fair and obtainable sales quotas.  Participants of this course will:

  • Gain an overview of the quota setting process
  • Learn how to collect data and metrics
  • Understand different quota methodology
  • Learn how to evaluate and choose the best one
  • Learn how to check for accuracy and fairness by performing sensitivity testing and simulations
  • Learn how to improve organizational buy-in of quotas and alleviate confusion by applying effective communications techniques.

What You Will Learn  |  More Info  |  Who Should Register  |  How to Register  |  What is Blended Learning?  |  Instructor


Learning Options
Course Schedule
No events are currently available.
 

 

What You Will Learn  
  • Overview and Quota Setting Process
  • Quota Setting Preparation
    • Collect, validate and process input data
    • Understand territory expectations and behaviors
    • Validate national forecasts
  • Quota Setting Methods
  • Determine quota methodology
    • Simple methods
    • Moderate methods
  • Evaluating and Choosing the Best Method
    • Assess and finalize methods
    • Set preliminary quotas
  • Quota Refinement and Communication
    • Refine quotas
    • Communicate quotas
 
Who Should Register  
Sales compensation practitioners including those with plan design, administration and management responsibilities – those based in human resources and compensation and benefits and total rewards, as well as those based in sales management, sales operations, and finance.
Instructor  

Chad Albrecht, CSCP

Chad Albrecht is a Principal with ZS Associates, and leads the medical products and B2B sales compensation practices.  Chad is a Certified Sales Compensation Professional and has 15 years consulting experience with Hewitt Associates and ZS Associates.  During that time, he consulted with clients to create and implement motivational sales incentive plans and set fair and challenging sales quotas.  Chad has worked with clients in many industries including medical devices, software, business services, telecom, distribution, and manufacturing.

Chad is the author of several articles in publications including Compensation and Benefits Review, WorldatWork Journal, Sales and Marketing Management, and workspan magazine.  In addition, Chad is a regular speaker at multiple conferences.

Chad has an MBA degree with distinction from the University of Michigan and Bachelor's degree in Computer Science from the University of Iowa.

 
How to Register  
 
More Information  
 Course Credits
Recertification: 1 credit
CEUs: .75
 Preparing for Courses
 Course Book Amendments
 Terms and Conditions

For traditional classroom courses, a print binder will be available for pickup on site the day of the seminar. E-learning and blended learning course materials can be found online within the product. To download course material amendments, view class rosters and find out what to bring to your class, please visit www.worldatwork.org/prep.

Access to the e-learning product lasts for the specified amount of time (30, 60 or 120 days). Your e-learning product begins the day you purchase it, not the day you start it. Be sure to download any class materials prior to product expiration.

Become a WorldatWork Premier Member today and begin saving! After adding the class to your cart, and click "Join Now" before proceeding to check-out.

What Is Blended Learning?  

Components of Blended Learning  |  How Much Study Time Planning  |  Course Duration Matrix  |  Frequently Asked Questions
Sample Facilitator-Led Class Syllabus  |  Sample Self-Paced Class Syllabus  |  Take An In-depth Tour  |  How to Adjust My Screen Size

Blended learning is the perfect hybrid solution for those individuals or teams who want interaction with the facilitator and peers while having the convenience and control of accessing the content at the time and place which work best for the individual. Depending on the course, the facilitator and peer interaction may be in person or through online web meetings and tools.

  • A learner-centric approach: moves beyond the one-size-fits-all classroom in favor of an on-demand, personalized learning environment
  • Greater skills practice and coaching: activities can focus on interaction, skill building, and rich feedback
  • Social and peer-based learning: keeps the emphasis on practical solutions to workplace challenges and makes the learning more engaging
  • Self-paced opportunities: allows access to content anytime, anywhere at the learner’s fingertips

Components of Blended Learning

All Blended Learning classes include a class discussion board, other components available within Blended Learning will vary in order to deliver the best learning experience possible. Classes may include access to components such as:

  • Live online session(s) with facilitator and peers
  • Audio files
  • Video files
  • Articles and/or white papers
  • Tools and templates
  • Online quizzes

How Much Study Time Should I Plan For?

A: Blended Learning classes are either led by a facilitator or self-paced. The course duration varies depending on the depth of knowledge shared within the particular class.

Facilitator-Led Blended Learning:  All participants in these courses begin on the same day. You may access course materials any time—day or night—for 60 days after date of purchase.

  • If there is a course book, the entire book is available starting on the first day. The e-learning modules, activities and discussion boards are divided into sections that are released weekly over a 4-8 week period, depending on the amount of content. View Course Matrix

  • You will be able to view the course syllabus and course book (if applicable) starting on the first day. These are valuable tools to help you plan how much time you will want to spend in the course each week. It is recommended that you go through the materials carefully to gauge how long each e-learning module, case studies, activities, etc. will take you each week. (See sample class syllabus for facilitator-led classes).

  • All facilitator-led courses include at least one live event where students and the facilitator come together in an online environment to discuss course material, group exercises, questions and answers, etc. Live web sessions are scheduled from 10 a.m. to 12 p.m. Pacific. Although these sessions are scheduled for two hours, they may or may not run that long. These sessions are recorded and are available for review soon after the event.

  • Discussion boards are included in every course and are monitored by the facilitator. You can access the discussion boards at any time. These are a great way to interact with your facilitator and other course participants. You can post questions, read threads from other participants and the facilitator, and respond to what others have to say.

Self-Paced Blended Learning:  You can access your self-paced course shortly after you register. Some participants may have started before you, and others will start after you, based on their individual registration dates. You may access course materials any time—day or night—for 60 days after date of purchase.

  • All course materials are available starting on the first day. The e-learning modules, and activities divided into sections so that you can easily determine how you want to allocate your time over the duration of your access. View Course Matrix

  • You will be able to view the course syllabus and course book (if applicable) starting on the first day. These are valuable tools to help you plan ahead. It is recommended that you go through the materials carefully to gauge how long to spend in each e-learning module, case study, activity, etc. (See sample class syllabus for self-paced classes).
Discussion boards are included in every course and are monitored by a subject matter expert. You can access the discussion boards at any time. These are a great way to interact with your facilitator and other course participants. You can post questions, read threads from other participants and the facilitator, and respond to what others have to say.

How Do I Adjust My Screen Size?

 

 

 

 

 

 

 

 

 

 

 

 

 
Share