To address this issue, I recommend one of two approaches: territory-based (customized quotas) or round robin (uniform quotas).Option #1, territory-based quotas, is for those who enjoy filing tax returns. Do you love math? Is Excel on a Sunday morning your own personal nirvana? If you answered yes to both, then have I got the thing for you! This approach requires you to predict future lead flow per territory. You will then estimate conversion rates and set a unique quota per territory. In this scenario, the reps receive fair, territory-specific quotas, and you gain 20 percent more gray hair.
