{"product_id":"sales-quotas-mark-blessington-9781502949875","title":"Sales Quotas: An Analytical Approach to Quota Setting","description":"\u003cp\u003e\u003cem\u003eSales Quotas\u003c\/em\u003e is a comprehensive guide on how to set better quotas for salespeople. Written by a top sales force consultant, the book identifies common bad habits and explains how to break them.\u003c\/p\u003e \u003cp\u003eFew companies use market potential data when setting quotas, which can punish top performers. We describe how to obtain the data and use it to set more accurate quotas.\u003c\/p\u003e \u003cp\u003eMany managers are not aware of the statistical principles that govern how quotas work. Part of the problem is that statisticians are often unintelligible. \u003cem\u003eSales Quotas\u003c\/em\u003e explains topics like the law of large numbers with easy-to-understand language and real-world examples.\u003c\/p\u003e \u003cp\u003eOne common quota setting method uses prior year growth to set quotas. This is a good start, but there are far more accurate ways to forecast sales. We identify simple but effective forecasting methods and show you how to integrate them into the quota setting process.\u003c\/p\u003e \u003cp\u003eVery few companies test their quota setting methods for accuracy before releasing them. By running simulations on prior year sales results, you can actually discover which methods work best for your company.\u003c\/p\u003e \u003cp\u003eThese and other quota setting issues are solved through the use of real-world examples and exercises. We also make the book fun to read with numerous, full-color tables, charts and graphics.\u003c\/p\u003e \u003cp\u003e\u003cem\u003eSales Quotas\u003c\/em\u003e is the first book to focus exclusively on quota setting. Previously, managers were flying blind with little to no analytical guidance. Now managers can follow a proven process and apply a comprehensive set of tools to set better quotas.\u003c\/p\u003e \u003cp\u003eThe benefits of a rigorous quota setting process are substantial. In short, better quotas increase sales force utilization and motivation, which in turn leads to higher sales and profits.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Mark Blessington\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1502949873\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781502949875\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Createspace Independent Publishing Platform\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 11\/20\/2014\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 192\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.75lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 10.00h x 7.00w x 0.50d","brand":"Mark Blessington","offers":[{"title":"Paperback","offer_id":43935247302911,"sku":"9781502949875","price":35.73,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/products\/img_928778fc-e809-4280-ae1b-b3a4d1b5991e.jpg?v=1681418714","url":"https:\/\/www.whiterainbookhouse.com\/products\/sales-quotas-mark-blessington-9781502949875","provider":"WR Book House","version":"1.0","type":"link"}