{"product_id":"sales-quotas-an-analytical-approach-to-quota-setting-paperback","title":"Sales Quotas: An Analytical Approach to Quota Setting - Paperback","description":"\u003cp\u003eby \u003cb\u003eMark Blessington\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\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\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eMark Blessington is a highly experienced sales and marketing consultant with a proven track record. He has served many leading corporations including: \u003c\/p\u003e \u003cp\u003e\u003cb\u003eHealthcare\u003c\/b\u003e Pfizer, GlaxoSmithKline, Novartis, Baxter, Amgen\u003c\/p\u003e \u003cp\u003e\u003cb\u003eFinancial Services\u003c\/b\u003e Wells Fargo, American Express, PNC, US Bank, Allstate, State Farm, Nationwide\u003c\/p\u003e \u003cp\u003e\u003cb\u003eOther\u003c\/b\u003e GE, ATT, Verizon, Nestle, PepsiCo, Kellogg, Stanley, Avis Budget\u003c\/p\u003e \u003cp\u003ePrior to founding Mark Blessington Inc, Mark worked at Sibson Consulting for 17 years. Some notable accomplishments include a book (Sales Reengineering From the Outside In) and over 20 articles on sales force effectiveness.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 192\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.5 x 10 x 7 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e November 20, 2014\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42168014471303,"sku":"9781502949875","price":48.24,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/b393f6d3c22125f4eb16407c6bdf5883.webp?v=1733332389","url":"https:\/\/booksby.splitshops.com\/products\/sales-quotas-an-analytical-approach-to-quota-setting-paperback","provider":"Books by splitShops","version":"1.0","type":"link"}