Protect the brand while pursuing short-term targets in sales quota planning.
Designing Realistic and Motivating Sales Quota Plans
A working programme in sales quota planning for managers who have to deliver with existing resources.
📍 Abu Dhabi🗓️ 5 training days📚 4 modules🎓 Accredited certificate
5intensive training days
4scientific modules
8training sessions
32detailed points
Course Overview
Discounting solves a problem in sales quota planning today and creates a larger one next quarter. Buyers now complete much of their decision on this aspect of marketing and commercial practice before speaking to anyone. Sessions alternate between guided analysis of the practice within marketing and commercial practice and supervised application. The version of sales quota planning described in the manual and the version practised on the floor tend to diverge over time. This programme builds the marketing and commercial practice discipline from first principles, without padding and without omitting what matters. They leave able to brief senior management on this strand of marketing and commercial practice in terms that support a decision. The most reliable predictor of sound sales quota planning is whether anyone reviews it when nothing has gone wrong. The material serves both public bodies and commercial organisations dealing with this area of marketing and commercial practice. Work concludes with a self-assessment of this part of marketing and commercial practice that participants can repeat annually.
Expected Learning Outcomes
Integrate sales quota planning into existing management routines rather than running it separately.
Align sales quota planning with the wider objectives of the commercial team rather than optimising it in isolation.
Set the attribution model for sales quota planning and understand its limits.
Define the audience for sales quota planning precisely enough to exclude people.
Structure pricing for sales quota planning to reflect value rather than cost.
Communicate the purpose of sales quota planning to those who have to comply with it.
Who Should Attend
Business development managers pursuing opportunities in sales quota planning.
Commercial analysts measuring performance of sales quota planning.
Managers of multi-site operations seeking consistency in sales quota planning.
Managers in small and medium organisations who own sales quota planning alongside other duties.
Digital marketing specialists executing sales quota planning.
Product managers whose proposition depends on sales quota planning.
Course Modules
Sales quota planning: measurement, attribution and honest reporting
2 sessions · 8 pointsSession 1The claim about sales quota planning competitors cannot copy
- Document the sales process for sales quota planning so a new joiner can follow it.
- Identify single points of dependency in sales quota planning and reduce them.
- Script the three most common objections in sales quota planning and the responses.
- Identify where judgement in sales quota planning is legitimate and where it is not.
Session 2Qualifying out of sales quota planning early and without guilt
- Define the handover point between marketing and sales in sales quota planning.
- Set escalation thresholds for sales quota planning that work out of hours.
- Check that records of sales quota planning answer the questions likely to be asked.
- Review whether short-term tactics on sales quota planning are damaging the brand.
Sales quota planning: qualification and pipeline discipline
2 sessions · 8 pointsSession 1What to measure in sales quota planning and what to ignore
- Identify the data already collected that bears on sales quota planning.
- Test the procedure for sales quota planning against a realistic scenario.
- Agree what will be standardised in sales quota planning and what will not.
- Name a single owner for each element of sales quota planning.
Session 2Protecting the brand while hitting targets on sales quota planning
- Define qualification criteria that disqualify quickly in sales quota planning.
- Build the report on sales quota planning that answers whether to spend more or less.
- Compare the cost of sales quota planning with the cost of its absence.
- Test creative for sales quota planning at small scale before full commitment.
Sales quota planning: channels, content and creative
2 sessions · 8 pointsSession 1The cost of sales quota planning and how to present it
- Set the discount authority for sales quota planning and require justification.
- Compare cost of acquisition against value in sales quota planning.
- Check that sales quota planning still works when volumes rise unexpectedly.
- Map the decision journey for sales quota planning and mark where the choice is actually made.
Session 2Reviewing sales quota planning when nothing has gone wrong
- Structure pricing for sales quota planning against perceived value.
- Review whether sales quota planning is aligned with the objectives of the commercial team.
- Map the handovers in sales quota planning between functions and secure them.
- Design the retention action triggered when a customer of sales quota planning goes quiet.
Sales quota planning: retention, loyalty and lifetime value
2 sessions · 8 pointsSession 1Where the buyer actually decides on sales quota planning
- Choose the next segment for sales quota planning and state why it is next.
- Select channels for sales quota planning based on evidence, then cut the rest.
- Establish who is informed, consulted and accountable in sales quota planning.
- Build the internal briefing that explains sales quota planning to those affected.
Session 2Handling the objection to sales quota planning that ends most conversations
- Measure lifetime value from sales quota planning, not just first purchase.
- Plan the sequence in which improvements to sales quota planning will be introduced.
- Set objectives for sales quota planning in revenue terms with a timeframe.
- Anticipate the objections sales quota planning will raise and prepare the answers.
Choose the package that suits you
Silver Package
At least 3 people
USD1,250
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Gold Package
At least 3 people
USD1,850
- 5-night stay in a 5-star hotel
- Workshop or Program Participation
- Airport Transfers
- Customized Badge
- Expert Mentorship (Private Sessions)
- Supervision & Secretarial Services
- Accredited Certificate of Participation
- Complete Training Kit
- Coffee Break
- Closing Ceremony
Complete your registration
We will contact you within one business day to confirm.