The growth number for next year is set. Now comes the task of determining how to break that number down to the sales rep level. Welcome to the quota allocation challenge.
Quotas are rapidly gaining importance in healthcare companies. Recent Alexander Group healthcare industry research revealed that over 90% of healthcare companies have either quota-based or quota-influenced compensation plans. Far different from several years ago when quota-less straight commission programs ruled the day, companies now face the annual task of taking the corporate growth number and determining how to allocate next year’s goal to individual sellers–in a thoughtful, practical, and equitable way. Here’s four important pointers for driving a quota allocation process that can help you avoid singing the quota allocation blues…
Using the above pointers can help ensure your quota allocation process results in best-estimate goals for the sales force. If you’d like to learn more about how AGI can support your quota allocation process, please contact us to speak with one of our practice leaders today.
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