basic quota attainment model.xlsx

	B	C	E	F	H	I	K	L	N	O	Q	R	T	U	W	X	Z	AA	AB
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2	A Basic Quota Attainment Model
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4			Scenario 1		Scenario 2		Scenario 3		Scenario 4		Scenario 5		Scenario 6		Scenario 7
5	Rep Id	Quota	Sales	% Quota	Sales	% Quota	Sales	% Quota	Sales	% Quota	Sales	% Quota	Sales	% Quota	Sales	% Quota
6	Rep 1	1,000	300	30%	300	30%	250	25%	800	80%	1,800	180%	400	40%	1,000	100%
7	Rep 2	1,000	650	65%	800	80%	650	65%	800	80%	350	35%	500	50%	1,000	100%
8	Rep 3	1,000	1,500	150%	800	80%	4,000	400%	800	80%	250	25%	700	70%	300	30%
9	Rep 4	1,000	1,050	105%	850	85%	250	25%	800	80%	500	50%	750	75%	1,000	100%
10	Rep 5	1,000	950	95%	1,125	113%	650	65%	800	80%	900	90%	250	25%	1,000	100%
11	Rep 6	1,000	900	90%	325	33%	750	75%	800	80%	700	70%	500	50%	1,000	100%
12	Rep 7	1,000	850	85%	900	90%	750	75%	800	80%	500	50%	150	15%	1,200	120%
13	Rep 8	1,000	1,250	125%	1,100	110%	250	25%	800	80%	1,400	140%	850	85%	1,000	100%
14	Rep 9	1,000	2,250	225%	1,000	100%	250	25%	800	80%	1,200	120%	300	30%	1,000	100%
15	Rep 10	1,000	300	30%	800	80%	200	20%	800	80%	400	40%	600	60%	300	30%
16	Total	10,000	10,000	100%	8,000	80%	8,000	80%	8,000	80%	8,000	80%	5,000	50%	8,800	88%
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18	Percent below 50%		20%		20%		50%		0%		50%		60%		20%
19	Percent at 80%+		70%		80%		10%		100%		40%		10%		80%
20	Percent at 100%+		40%		30%		10%		0%		30%		0%		80%
21	Realization of assigned quota		100%		80%		80%		80%		80%		50%		88%
22	Percent of plan achieved		125%		100%		100%		100%		100%		63%		110%		Cushion	20%	= productivity / quota
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25	Characterizations
26	Scenario 1	Crush plan with 3 stars and 1 superstar
27	Scenario 2	Hit plan with healthy distribution, most normal and realistic in good company
28	Scenario 3	Hit plan on the back of 1 super-duperstar and 5 strugglers
29	Scenario 4	Hit plan with everyone at 80%
30	Scenario 5	Hit plan with 3 stars, 1 close to quota, and 5 strugglers
31	Scenario 6	Miss plan by a mile with 0 stars, 6 strugglers and 1 at 80%
32	Scenario 7	Beat plan with 80% at 100% of quota
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34	Notes
35	The purpose is to allow you to compare sales scenarios and then see the distribution of attainment summarized by % below 50% (strugglers), % at or above 80% (healthy), and % at or above 100% (stars)
36	At means at or above
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39	Kellblog by Dave Kellogg is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License
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