A misaligned quota plan loses you good reps faster than a bad product or a bad manager. We design quota allocation methodologies that hold up to scrutiny from sales, finance, and the rep on the receiving end — using market signals, historical attainment, and pipeline reality.
The math part of quota-setting is the easy part. The hard parts: building input data the team trusts, balancing top-down and bottom-up signals, and creating an adjustment process that doesn't break trust mid-year.
Build the allocation logic — historical attainment + pipeline + market signal + strategic adjustment. Documented, defensible, and tunable per segment.
Run the actual allocation cycle. Top-down number from leadership, bottom-up from territory managers, reconciled with a defensible audit trail.
When markets shift or territories move, push the change through approvals without the spreadsheet chaos. Re-project comp impact for every adjustment before approval.
We help sales-ops + comp teams design quota methodology that survives a full year — and the inevitable mid-year shifts.