As a part of the last blog of the series we focus on Quota fairness using percentage volume growth. Each out of the 3 metrics indicate has different takeaways and is useful in setting up fair and achievable quotas for the salesforce.
Evaluation of quota fairness for your salesforce is a must. Unfair and achievable quotas can lead to higher attrition and loss of revenue for the organization. A fair but challenging quota is the best way to steer your organization towards a steep growth path. This blog highlights how absolute volume growth can be used to test the fairness of a quota set for your field.
Quota setting is one of the standard tasks associated with IC planning in the pharma industry. A fair but challenging quota is the best way to steer your organization towards a steep growth path with a motivated field force in the driver’s seat. This series of blogs check the fairness of a quota set using different types/forms of Product volume(actual, absolute, and growth) as the criteria.
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