Quota Process - determine what inspires your sales team to meet business objectives

Result - implement a compensation strategy that drives your team to top performance

Case Study - Creating Motivating Incentives

Problem
A technology company was continually hearing "grumblings" from the sales team - "I don't get paid to sell what you are asking me to sell... The compensation plan is too confusing... Our quotas are impossible to attain." Plus, team members were often sandbagging deals. It became difficult to attract top sales candidates.

Solution
Quota, Inc. performed an analysis of the business objectives, the pricing and profit margins on the various technologies sold by the company, and the technology's competitive positioning. A compensation plan was developed that included a base salary plus, tiered commission and quarterly incentive bonuses. The plan role out was designed to create enthusiasm amongst the sales team members.

Result
Sales increased within the first quarter of the new compensation plan being implemented, profit margins rose and attracting new sales professionals became easier.