The problem posed here, taken from experiences in textbook sales, is typical of how salespeople in all industries are expected to allocate their time to their accounts. As described in this lesson, your territory’s quota has been established in a manner that is (1) objective, (2) measurable, (3) replicable, and (4) attainable. Now, you have returned to your home/office with instructions to complete an itinerary for your territory for the coming year. The following steps will help you do so and answer Questions 1-2, below.
Step 1: Compute the dollar volume you are expected to bring in for 2008, using this formula:
Total 2007 Sales + (Total 2007 Sales X Percent Increase) = 2008 Sales Goal (Quota)
Next, determine how much each account has contributed historically to your territory’s performance:
Step 2: Calculate each account’s total contribution to your territory over the past three years, weighted to favor the most recent year:
The problem posed here, taken from experiences in textbook sales, is typical of how salespeople in all industries are expected to allocate their time to their accounts. As described in this lesson, your territory’s quota has been established in a manner that is (1) objective, (2) measurable, (3) replicable, and (4) attainable. Now, you have returned to your home/office with instructions to complete an itinerary for your territory for the coming year. The following steps will help you do so and answer Questions 1-2, below. Step 1: Compute the dollar volume you are expected to bring in for 2008, using this formula: Total 2007 Sales + (Total 2007 Sales X Percent Increase) = 2008 Sales Goal (Quota) Next, determine how much each account has contributed historically to your territory’s performance: Step 2: Calculate each account’s total contribution to your territory over the past three years, weighted to favor the most recent year: Account 2005 Sales + Account 2006 Sales + (2 X Account 2007 Sales) = Historic Account Sales Step 3: Do the same for your territory as a whole using this formula: Total 2005 Sales + Total 2006 Sales + (2 X Total 2007 Sales) = Historic Territory Sales Step 4: Calculate the percent of your territory’s total results that each account produced historically over the past three years using this formula: Historic Account Sales / Historic Territory Sales = Percent Account Contributed Round your percentages to the nearest one tenth. In other words, 10.8743 should be rounded to 10.9%, not to 10.87% and not to 11%. Step 5: Determine the revenue you should expect in 2008, by individual account, using this formula: Territory 2008 Sales Goal X Percent Account Contributed = 2008 Forecast Sales Express your answers in whole dollars; no cents, please. To check your work, add your individual account 2008 Forecast Sales, which should equal your Territory 2008 Sales Goal (quota), your answer to Question 1. NOTE: In practice, depending…
Attachments:
forecast.doc