Sixty-five percent of sales executives say that goal setting was their top challenge in 2021, according to an Alexander Group report. A big part of this challenge is sales planning, which can be a painful and time-consuming process. In fact, 54% of territory and quota plans are not finalized until after a company’s fiscal year starts.1 As a result, sellers spend less time in the market, leaving money on the table.
Why are these critical sales plans always so late? Spoiler alert: It’s not because everyone is taking time to get them right. In fact, they are likely to fall apart within weeks of being finalized. Instead, the tools and processes organizations use for territory and quota planning are the biggest contributors to late, inaccurate plans.
This guide examines why it is difficult to deliver accurate territory and quota plans on time and explains how software built specifically for this purpose can help you set goals that maximize revenue.