Name
Harness Market Data to Develop Fair and Accurate Quotas
Date
Tuesday, August 22, 2023
Time
11:00 AM - 12:00 PM
Track
Sales Compensation
Session Format
Presentation
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
Accurate quotas are important tools for maintaining the integrity of your sales compensation plans. But to be effective, they must also be fair. That means setting lower quotas for territories with less sales potential, for example. This practical session will show you how to incorporate third-party data to create quotas that are equitable and credible. You’ll learn to use historical data to test your model and adjust the parameters before setting quotas.
Learning Objectives
• Understand how to build a quota allocation model that incorporates market potential data.
• Assess the fairness and accuracy of the model using historical data before using it to set quotas for the coming period.
• Construct models to improve accuracy and fairness.
• Assess the fairness and accuracy of the model using historical data before using it to set quotas for the coming period.
• Construct models to improve accuracy and fairness.
Speakers