Using Quota Analysis

Use the Quote Analysis to review the status of sales efforts by analyzing how sales team members are meeting quota for a specified period. This analysis uses data about the assigned quota, forecast sales, completed sales, and lost sales to derive a percentage of quota or a percentage of forecast sales attained by a salesperson. Because GoldMine analyzes data by period, a process record for each salesperson can be seen using listings over multiple periods.

To Open Quota Analysis

Select Go To > Analysis > Quota Analysis.

The Quota Listing dialog box opens.

Select an option from the Quota Listing dialog box:

○ User. An entry for each user assigned a quota in the Quota Profile dialog box. Users have an entry for each period they were assigned a quota.

○ Period. The range of dates comprising the quota period. By default, GoldMine defines a quota period as one month, but the period can be changed in the Quota Profile dialog box.

○ Quota. The dollar amount of expected sales assigned to the user for the period.

○ Forecast. The total dollar amount of sales scheduled on the calendar for the period.

○ Closed Sales. The total dollar amount of sales recorded as Closed Sales when the forecasted sales activities are completed.

○ Lost Sales. The total dollar amount of sales recorded as Lost Sales when the forecasted sales activities are completed.

○ Quota Period. By default, GoldMine sorts quota entries by the calendar period for quota assignments. When a user has entries for multiple quota periods, the listings appear in chronological order (the oldest quota assignment appears first, and the most current quota assignment appears last).

○ User. Alphabetize quota entries by username. Multiple quota entries for a User appear in chronological order.

○ Quota. By default, GoldMine uses data in the Quota, Forecast, Closed Sales, and Lost Sales columns to calculate the percentage of quota achieved by the salesperson during the period. The percentage of successfully completed sales to assigned quota appears in the Closed Sales column, while the percentage of unsuccessful sales appears in the Lost Sales column.

○ Forecast. Calculates the percentage of forecasted sales against sales already completed during the period. The percentage of successfully completed sales to forecasted sales appears in the Closed Sales column. The percentage of unsuccessful sales appears in the Lost Sales column.

○ New. Access the Assign new quota dialog box (see Assign New Quota Dialog Box) to assign a quota to a user for a defined period.

○ Delete. Deletes the highlighted record for the salesperson.

○ Edit. Access the Quota Profile dialog box (see Quota Profile Dialog Box) to modify a previously assigned quota.

Select Close to exit the dialog box.

Assign New Quota Dialog Box

To assign a quota to a user, from the Quota Listing dialog box, select New.

The Quota Profile tab on the Assign new quota dialog box contains:

■ User: By default, contains the name of the logged in user. Select another user in the drop-down list. The name of the selected salesperson appears in the User column of the Quota Listing dialog box.

■ From Date: Starting date of the quota period. By default, contains the first date of this month.

■ To Date: Ending date of the quota period. By default, contains the last date of this month.

■ Quota: Dollar amount of sales that the salesperson is expected to make during the quota period.

■ Forecast: The total dollar amount of sales scheduled on the calendar for the period. This entry changes as the salesperson schedules more forecasted sales to close during the quota period.

■ Closed Sales: The total dollar amount of sales completed during the quota period. This entry changes as the salesperson completes sales during the quota period.

■ Lost Sales: The total dollar amount of sales activities completed as lost, or unsuccessful, during the quota period. This entry changes if the salesperson completes sales as lost during the quota period. An uncompleted sale remains in the Forecast field.

■ Goals & Objectives: Store information for the quota; for example, Sales increased by 12% over last period.

On the Recurring tab select:

■ Start Date: Beginning date of the recurring analysis of the quota.

■ End Date: Ending date of the quota analysis.

■ Increase amount with: Select the percent increase applied to the recurring quota.

■ Occurs: Select the occurrence pattern for the quota.

Select Close to close the Quota Profile dialog box, and add the new or updated quota entry to the Quota Listing dialog box.

Quota Profile Dialog Box

To edit a user's quota, from the Quota Listing dialog box, select Edit.

The Quota Profile dialog box contains:

■ User: By default, the name of the currently logged in user. To select another user, click the arrow to the right of the field. The name of the selected salesperson appears in the User column of the Quota Listing dialog box.

■ From Date: Starting date of the quota period. By default, contains the first date of this month.

■ To Date: Ending date of the quota period. By default, contains the last date of this month.

■ Quota: Dollar amount of sales the salesperson is expected to make during the quota period.

■ Forecast: The total dollar amount of sales scheduled on the calendar for the period. This entry changes as the salesperson schedules forecast sales to close during the quota period.

■ Closed Sales: The total dollar amount of sales completed successfully during the quota period. This entry changes as the salesperson completes sales during the quota period.

■ Goals & Objectives: Store information related to the quota; for example, Sales increased by 12% over last period.

Click OK to close the dialog box.