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Infographic

How Manual Sales Planning Undermines Quota Attainment and Performance

How Manual Sales Planning Undermines Quota Attainment and Performance

How Manual Sales Planning Undermines Quota Attainment and Performance

Xactly
Pages 1 Pages

This infographic examines how outdated planning processes and spreadsheet-based workflows limit sales performance. Only 32% of organizations report that their forecasts, territories, quotas, and incentive compensation plans are fully aligned, while average quota attainment was only 54% in 2018. The main obstacles include ineffective sales planning, difficult quotas, and unbalanced territories. Seventy-three percent of companies still manage sales planning manually, and half lack the real-time analytics needed to adjust plans during the year. Manual processes can increase compensation overpayments, employee turnover, missed opportunities, and planning time while lowering quota attainment. By contrast, data-driven planning can improve attainment and productivity, shorten planning cycles, and

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