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Seasonality: Some sales cycles are very seasonal, peaking at different times of the year If performance and pay periods align with these seasonal fluctuations, then sales management needs to assign seasonally adjusted quotas Market uncertainty: Market uncertainty potential high growth or significant declines makes quota allocation more problematic Two potential solutions exist: shorten the performance period or use rolling averages If sales management does not have the market visibility to set realistic one-year quotas, then shortening the performance period for quotas can help Instead of 12-month quotas, set 6-month quotas, or even quarterly quotasAnother method is to use a rolling-average quota calculated by taking the last 3 months of actual performance multiplied by an adjustment factor (plus or minus) to calculate the next performance period quota Long sales cycles: Long sales cycles present another challenge for quota allocationWhen the sales cycle is greater than 12 months, annual quotas become irrelevant In such cases, it s best to move to an event-based incentive plan where payouts are tied to sales events such as contract signing and not quota performance Periodic mega orders: Some sales models have a mix of predictable sales orders interspersed with unpredictable mega (large) orders It s best not to place these mega orders into the quota; instead, provide a separate payout formula for these orders, correctly applying a regressive rate above a certain dollar volumeThis separate schedule is further enhanced by requiring sales personnel to register major dealsWithout preregistering a deal, the incentive compensation available for such orders is significantly lowerThis policy supports the following rationale: If you had no knowledge of the order, then you did not have much influence on the purchase ; therefore, your pay should be commensurate with your degree of influence which shouldn t be much New products: At the beginning of each fiscal year, product management may have a schedule of new product launches Predicting with accuracy the launch of these new products affects the quota allocation process If the launch dates are accurate and the sales.

each tablet into four equal pieces One of these pieces will be used for each trial Measure exactly 150 mL of room-temperature tap water Pour the water into a test tube Drop a piece of the antacid tablet into the water Immediately start the timer Stir the contents of the test tube throughout the reaction Measure the time until the reaction stops Record this time in Data Table 1 As another trial, repeat steps 2 through 4 for a second piece of tablet

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The HP Photosmart 620 is a great camera if you plan to share a lot of your photos over the Internet It works with Hewlett-Packard s Instant Share technology, an Internet-based software application for quick and easy sharing of digital photos From the back of the camera, select up to 14 destinations for any photo Then, by connecting the camera to a computer, the photos are instantly sent to the selected destinations e-mail addresses, printers, or for storage at wwwhpphotocom If a destination is an e-mail address, a low-resolution thumbnail image is sent along with access to the original high-resolution image at wwwhpphotocom, where up to 200MB of photos are stored for up to 60 days If the destination is a printer, a high-resolution image is automatically sent to it The 620 can use the optional Photosmart 8881 camera dock, which connects the camera to a computer, TV, or printer while recharging batteries Number of CCD Pixels: LCD Screen Size: Viewfinder: Optical Zoom: Digital Zoom: Lens Mount: Focus Features: Minimum Focal Length (Wide Angle): Maximum Focal Length (Telephoto): Macro Mode: Minimum Focus Distance: Exposure Settings: Minimum Aperture: Maximum Aperture: Minimum Shutter Speed: Maximum Shutter Speed: White Balance: ISO Equivalencies: Removable Memory Included: 21 megapixels 15 inches Optical 3 4 Fixed Auto-focus Information not available Information not available No 79 inches Automatic, TTL f/80 f/28 1/1000 second 1/3 second Automatic 100 8MB nonremovable internal memory; slot for removable Secure Digital memory card 4 AA batteries, photo lithium, alkaline, or NiMH Red-eye, fill-in, forced off

performance expectations realistic, then sales management should include these new products in the quota However, if the dates are not confirmed or the projected sales volumes are indeterminate, then exclude these new products from the quota Give them their own launch incentive (an add-on) that expires at the end of the performance period Then, when you have more solid information, include these new products in the quota for the next performance period Quota allocation provides sales leadership with an opportunity to manage performance Quota allocation requires ongoing efforts from year to year to make adjustments and improvements

1 Pour the solutions down the drain 2 Wash all test tubes and stirring rods 3 Return all lab equipment to its proper place

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several smaller pieces Repeat steps 2 through 5, using the smaller pieces of tablet 7 Use a mortar and pestle to grind a piece of tablet into a powder Repeat steps 2 through 5, using the powdered tablet 8 Repeat steps 2 through 7 using cold water 9 Repeat steps 2 through 7 using very warm water

Most companies need to consider mid-year changes to quotas Like mid-year account changes, mid-year quota changes require across-theboard adjustments, or case-by-case changes Sales management seeks to balance quota fairness by achieving forecast commitment While some mid-year changes cause an increase in quotas, many petitions for mid-year changes are the opposite, causing a reduction in quotas with no commensurate reduction in earning opportunities Complex sales organizations often provide for mid-year changes, but limit the scope of such changes with restrictive policies such as the following:

Time (s) Water temperature Particle size One piece Trial number 1 2 Average Several pieces 1 2 Average Crushed 1 2 Average Room temperature Cold Warm

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