Case Study

Quota Methodology and Process Redesign for Future Quota Allocation

An information services company had no firm methodology for quota allocation. Large discrepancies existed between the top down and bottom up projections.

The company needed to implement a more scientific quota setting methodology that is easily communicated to the field, as well as identify potential levers for future quota allocation.

Alexander Group conducted a quota methodology assessment of the company’s current-state quota processes. Alexander Group created a framework and built a dynamic model for future quota allocation. After the assessment, Alexander Group constructed a dynamic quota setting model for 2017.

The new quota setting model aligned sales and finance leaders to the fair-share quota methodology. The company also trained sales operations on the updated quota process and models for successful implementation.

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