Quotas!: Design Thinking to Solve Your Biggest Sales Challenge by Mark Donnolo;

Author:Mark Donnolo; [Donnolo, Mark]
Language: eng
Format: epub
ISBN: 9781950496242
Publisher: Association for Talent Development
Published: 2019-06-14T16:00:00+00:00

Figure 6-1. The Relationship Between Sales Capacity and Market Opportunity

It’s important to understand that sales capacity provides access to market opportunity (Figure 6-1). If you look only at market opportunity but not at sales capacity, you’re only seeing half the equation. Although setting quotas with market opportunity alone is better than just looking at history, it can leave us without an understanding of whether or not the organization can win more than its fair share of the market—and if so, how? Sales capacity changes the conversation from “Our team can’t reach these quotas” to “Here’s how our team can reach these quotas.”

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