Larger companies that sell multi-tiered products or services may have a more nuanced quota structure where a salesperson is tied to the total value of the deals they need to close (i.e. $4500/month).
But the quota structure doesn't end there. Here are the five most common quota types and examples of each.
An activity quota requires salespeople finance directors email lists usually BDRs or SDRs, to complete a set number of activities over a period of time, usually a month or quarter. Activities typically include phone calls, follow-up emails, scheduling meetings, and keynote demos.
This type of quota is typically assigned to BDRs or SDRs who are part of a larger sales team and are not responsible for closing actual deals. An activity quota ensures that they are contributing to the sales organization and providing valuable assistance to the reps they support.
Activity Sales Quota Example
Sales rep Jonathan has a quota of 45 phone calls per month, 84 follow-up emails, and 12 demos per month. These activities are tracked in your CRM and your sales manager can easily see how you are tracking to meet your quota.
Volume-Based Sales Quota
Sales reps with volume-based quotas target the number of units they sell or the total revenue they generate over a specific time period. They are incentivized to sell as many units as they can.
Volume Sales Quota Example
Jonathan, with JVN Skates, has a quota to sell 75 pairs of skates each month. He must sell at least 75 pairs to meet his quota. He probably receives a commission for each pair of skates he sells and receives a bonus when he reaches his quota.
