Quota allocation tools are essential for life sciences businesses to effectively manage their sales targets. These platforms help companies to allocate national forecasts down as sales goals for their underlying geographies using a variety of quota setting methodologies. There are a variety of quota management tools available in the market, each with its unique features and capabilities. Thus, below are some tips on how to choose the best quota management platform for your business.
- Document your business needs: The first step in choosing the best quota management tool is to document and evaluate your specific business needs. You need to identify what you are trying to achieve with your quota management platform and what capabilities you require. Understanding your business needs will help you narrow down your options and find a quota management tool tailored to your requirements.
- Evaluate the features: Once you have identified your business needs, the next step is to evaluate the features of the quota management platforms you are considering. By evaluating the features of each tool, you can determine which one is the best fit for your business. Some key features to look for include the following:
- Sales forecasting: A good quota management tool should be able to provide reasonable sales trends at the individual geography level, allowing you to predict the potential and adjust your strategies accordingly.
- Data ingestion: The platform should be able to ingest different data sources such as historical product and competitor sales data, external demographic factors, hierarchy, roster, etc. The tool should also be able to integrate with other systems, such as CRM or ERP, to provide a seamless user experience.
- Quota allocation: The tool must allow business users to allocate national forecasts to individual geographies based on a variety of sales and potential factors. It should also allow business users to model quotas based on different factor combinations.
- Reporting: The tool should provide detailed quota reports at different user levels. The reports should include information around the detailed steps taken to allocate quotas to individual geographies.
- Automation: The tool should be able to automate routine tasks, such as updating quotas or sending notifications, to save you time and reduce errors.
- Exception handling: The platform should allow business users to select different historical periods, apply caps and floors, phase quotas, external adjustments, etc. to ensure fair quotas.
- Fairness testing: The platform should enable testing of the quality of the quotas using existing historical period sales data and recommended quota allocation model scenario. It should analyze the bias on various historical markers such as baseline product sales, baseline market sales, etc.
- Quota refinement: The platform should have embedded capability for managers to refine quotas of their reporting salespeople within the defined constraints.
- Consider ease of use: Another important factor to consider when choosing a quota management tool is ease of use. You want a tool that is intuitive and easy to navigate, with clear instructions and minimal training required. Look for a tool that has a clean, user-friendly interface and provides helpful resources, such as tutorials and customer support. Quota allocation process requires consultative business flow and the platform should allow business users to compare output of multiple models.
- Look for scalability: As your business grows, your quota management needs will likely change. It is important to choose a tool that can scale your business without requiring you to switch to a different system down the line. Look for a tool that can accommodate a growing sales team, support multiple countries, and handle increasing sales volumes.
- Check for security: Your quota management tool will likely contain sensitive business data, such as sales performance metrics and revenue forecasts. It is important to choose a tool that has robust security measures in place, such as data encryption and SSO. Make sure to review organization’s security & compliance certifications and validate that it complies with industry standards.
- Consider pricing: Finally, consider the pricing of each quota management tool you are considering. Some tools charge a flat fee, while others charge per user or feature. Look for a tool that offers transparent pricing and fits within your budget. While evaluating the price do look at the total cost of ownership as many tools take significant personnel time during quota setting period.
- Determine the level of customization: Every business is unique, and your quota management tool should be able to accommodate your specific needs. Determine the level of customization that is available in each tool. Some tools may offer pre-built templates, while others may want you to build your requirements and reports ground-up. Look for a tool that can be tailored to your business processes and sales cycle.
- Evaluate customer support: Customer support is another crucial factor to consider when choosing a quota management tool. Look for a tool that offers responsive customer support with multiple channels available such as phone, email, and chat. Check if the vendor provides training resources such as tutorials, user guides, or FAQs to ensure that you can make the most out of the tool. You should also check if customer support is included in the subscription fee or if it requires an additional fee.
- Quota reports: Quota reports are an essential feature of any quota management platform. These reports provide detailed information on quota allocation process and provide transparency to the salesperson on their quota calculations. Look for a tool that offers customizable reports that can be tailored to your specific business needs. This will help you identify trends, forecast future sales, and optimize your sales processes to achieve your sales targets.
- Consider the tool’s vendor: Check if the platform’s vendor is providing a new-age platform with continuous focus on innovation. The evaluation process should also consider the incentives process expertise of the leadership team and their availability for discussions.
- Look for a trial or demo: Before committing to a quota management tool, it is a good idea to try it out first. Look for a tool that offers a free/paid trial or a custom demo period so that you can test its features and evaluate its suitability for your business needs. This will allow you to identify any limitations or issues with the tool before making a final decision.
In conclusion, choosing the best quota management tool for your business requires careful consideration of your business needs, the features of each tool, ease of use, scalability, etc. By taking these factors into account, you can select a quota management tool that aligns with your business goals and helps you to achieve your sales targets. Remember to keep your options open and evaluate multiple tools to find the best fit for your business.
