New Feature – Sales Quota Management – Enabling and Setup

This enhancement allows the definition and tracking of quota at the group, account manager, partner and partner rep levels.

LeadMaster Quota Setup - time period, records, opportunities, forecasting

LeadMaster Quota Setup – time period, records, opportunities, forecasting

Quota Management provides the following features:

  1. Ability to set quotas for a group, account manager, partner and partner rep.
  2. Recognize the fiscal year designation for the workgroup.
  3. Ability to define periods for quotas – monthly, quarterly, yearly.
  4. Support quotas at the record and opportunity level.
  5. Ability to specify which fields indicates the forecasted date of a “sale” at the record and opportunity level (e.g. Forecast Date).
  6. Ability to specify the condition for which indicates a “sale” at the record and opportunity level (e.g. Sales Status is “Closed – Won”).
  7. Ability to specify which fields indicates the date of a “sale” at the record and opportunity level (e.g. Closed Date).
  8. Ability to specify which fields indicates the amount of a “sale” at the record and opportunity level (e.g. Lead Value).
  9. Ability to report on progress against quota at the group, account manager, partner, partner rep and administrative levels.

General notes about quota management in LeadMaster.

  1. The basic hierarchy for setting quotas
    1. Administrators with privilege can set quotas for any group, account manager, partner or partner rep.
    2. Group users with privilege can set quota for themselves and / or account managers who are associated with the group.
    3. Account managers cannot set quota.
    4. Partner users with privilege can set quota for themselves and / or partner reps who are associated with the partner.
    5. Partner reps cannot set quota.
  2. A record can be assigned to a group / account manager, partner / partner rep.
  3. Any opportunities are assumed to be assigned to the group / account manager, partner / partner rep associated with the parent record
  4. The following fields can be initially used to indicate the forecasted date of a “sale” at the record level:
    1. None
    2. Forecast Date

Note that if ‘None’ is selected, forecasting is not included for reporting against quota.

  1. The following fields can be initially used to indicate a “sale” at the record level:
    1. Lead Status
    2. Sales Stage
    3. Initial Status
    4. Lead Source
  2. The following fields can be initially used to indicate the date of a “sale” at the record level:
    1. Close Date
  3. The following fields can be initially used to indicate the amount of a “sale” at the record level:
    1. Lead Value
  4. The following fields can be initially used to indicate the forecasted date of a “sale” at the opportunity level:
    1. None
    2. Forecast Date

Note that if ‘None’ is selected, forecasting is not included for reporting against quota

  1. The following fields can be initially used to indicate a “sale” at the opportunity level:
    1. Status
    2. Opportunity Source
    3. Sales Stage
    4. Custom 1
    5. Custom 2
    6. Custom 3
    7. Custom 4
  2. The following fields can be initially used to indicate the date of a “sale” at the opportunity level:
    1. Close Date
    2. Opportunity Custom Date 1 – 10
  3. The following fields can be initially used to indicate the amount of a “sale” at the opportunity level:
    1. Total Opportunity Value

Setting up the Quota Management function

Quota setup is an available option from the ‘Administration’ menu.

LeadMaster Quota Setup from Administration

LeadMaster Quota Setup from Administration

Please note the following:

  1. Fiscal Year End – once set, if changed, all quota targets for group, account managers, partners and partner reps are reset.
  2. Quota Periods are ‘Yearly’, ‘Quarterly’ and ‘Monthly’.  Once set, if changed, all quota targets for group, account managers, partners and partner reps are reset.
  3. You can select to manage quota at the record or opportunity level.
  4. If ‘Forecasted Date of a Sale’ has a value, forecasting is included in the quota reports.
  5. ‘Sale’ indicates the field and field values at the record / opportunity level that indicate the completion of a sale.
  6. ‘Date Of Sale’ indicates the field at the record / opportunity level that indicates the date of a sale.
  7. ‘Amount Of Sale’ indicates the field at the record / opportunity level that indicates the amount of a forecasted and actual sale.

There are 3 user privileges associated with the quota feature:

Quota Setup 3

  1. ‘Can Set Quota’ allows the user to set quota for groups, account managers, partners and partner reps.
  2. ‘Can Set My Quota’ allows the user (user type of ‘Organization’ or ‘Partner’) to set their own quota.
  3. ‘Can View Quota’ allows the user to run the quota reports.

You are now ready to setup quotas for individual reps.  That will be covered in the next blog post.

Explore posts in the same categories: General Info, LeadMaster F.A.Q, LeadMaster Solutions, What's New at LeadMaster

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