The 2015 Sales Quotas Practices Survey examined contemporary sales quota management practices. Sales departments use sales quotas for performance accountability and incentive compensation purposes.
Our survey findings indicate that most sales organizations judge their sales quotas programs to be effective. They believe their quota allocation process works well. Sales departments take the lead in managing the sales quota program. Sales personnel receive their goals in a timely manner. Quota accuracy is high. And, mid-year changes are few. Sales crediting rules are working and program documentation and communications are acceptable.