Case Studies:

Quota Methodology and Process Redesign for Future Quota Allocation

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

Challenge:
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.

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

Benefit:
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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