Sales management · Quotas and targets
Put sales, margin, expense and activity against quota on one sheet each month.
A quota attainment dashboard is a single sheet showing how each rep and the team stand against their quotas. It covers sales, margin, expense and activity, and it ends with an action per rep. This page shows the columns, where the actuals come from and how to tell whether the quotas were set right.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A quota attainment dashboard is a single sheet showing how each rep and the team stand against their quotas. It covers sales, margin, expense and activity, and it ends with an action per rep. This page shows the columns, where the actuals come from and how to tell whether the quotas were set right.
A building-materials dealer in Davanagere reviews reps by asking how the month went. The answers are weather, a delayed truck and a customer who did not pay. The owner cannot tell who is behind, who is ahead on sales but losing money on discounts, and who has simply stopped visiting. Everyone sounds equally busy.
The dashboard gives each rep four numbers against four quotas. Sales is the obvious one. Gross margin shows whether the sales were bought with discount. Expense shows what the territory cost to run. Activity, such as visits or quotations sent, shows what the rep is doing about it. The sales manager prepares it from the books and the owner reads it.
It replaces the verbal review. It sits after the signed quotas, because it cannot measure what was never written down, and before any incentive payout, since the payout calculation should read the same sheet.
The sales review cadence page covers the meeting where this sheet is discussed. This page covers the sheet itself and how to read it for a second purpose: checking whether the quotas were pitched at the right level.
Where this sits
Topic 9 of 14 in sales management: quotas and targets. Setting targets reps accept and the business can afford.
- The topic before
- Sales expenses
- The topic after
- Forecasting and budgeting
If you want this done for you
See the whole sales and marketing picture on one screen instead of four different logins.
The work
What this is actually like.
“Sales without margin flatters the discounter”
A rep at 110 per cent of the sales quota who gave away margin to get there has cost you money. Showing margin beside sales makes the trade-off visible, and it stops reps buying their numbers.
“Primary and secondary sales tell different stories”
If you sell through distributors, a rep can load the distributor and look strong while the shelves stay full. Show sales to the distributor and sales from the distributor to the retailer in separate columns, and judge the rep on the second.
“Activity is a diagnosis, not a target to worship”
Counting visits tells you whether a missed number is a work problem or a market problem. A rep behind on sales and ahead on visits needs different help from one behind on both. Do not pay on activity alone.
“If everyone hits quota, the quota was too low”
When the whole team sits at or above target, you have measured the quota, not the people. When nobody does, the same applies in reverse. Look at the share of reps at quota each quarter and adjust next year's method.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The attainment table
One row per rep. Columns: sales quota and actual, margin quota and actual, expense quota and actual, activity quota and actual, each with a percentage. The sales manager fills it from the accounting software's sales register.
Result: Finished when every figure in the table matches a register entry the owner can open.
The team roll-up
A bottom row for the team and a line for the company, showing attainment on each of the four quota types. It tells the owner at a glance where the whole business is, not only who is missing.
Result: Finished when the roll-up equals the sum of the rows with no manual adjustment.
The definitions tab
A second sheet saying what counts as a sale, which invoices are excluded, how returns are handled and what a visit means. Without it, two people produce two different dashboards from the same books.
Result: Finished when a second person, given only the tab, produces the same numbers.
The calibration note
A short note, written when a quarter closes, giving the share of reps at or above quota and the owner's reading of it: quotas too low, too high or about right. It feeds next year's territory quota build.
Result: Finished when the note names one change to make to next year's method.
The action list
One line per rep: what the sales manager and the rep agreed to do before the next sheet, whether coaching, a customer introduction or a changed beat. Review last month's list before this month's numbers.
Result: Finished when each rep leaves the review knowing the one thing they will do differently.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Where do the actuals come from?
Do we need all four quota types?
Should reps see the whole team's dashboard?
What if the books are not up to date?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
Services
The rest of quotas and targets
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.