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Set fair, achievable, stretching quotas. Inputs: 1. Company revenue goal. 2. Number of reps. 3. Historical attainment (what % hit quota). 4. Market capacity (total addressable market, saturation). 5. Sales cycle length. 6. Average deal size. Bottom-up calculation: Company needs $10M revenue. Reps: 1...
Design balanced sales territories for maximum coverage. Methodology: 1. Analyze market potential by geography/industry/company size. 2. Assess current account distribution and revenue. 3. Define territory boundaries (geographic, vertical, account-based). 4. Balance workload and opportunity across re...
