Sales Quotas is a comprehensive guide on how to set better quotas for salespeople. Written by a top sales force consultant, the book identifies common bad habits and explains how to break them.

Few companies use market potential data when setting quotas, which can punish top performers. We describe how to obtain the data and use it to set more accurate quotas.

Many managers are not aware of the statistical principles that govern how quotas work. Part of the problem is that statisticians are often unintelligible. Sales Quotas explains topics like the law of...

Sales Forecasting is a practical guide for beginning and intermediate sales forecasters. The book does not use complex formulas. Instead, it is designed around the author's application of the learning curve to sales forecasting. Millions of sales forecasts are made by hundreds of thousands of people every year. Sales forecasts for every product and every sales territory in the world are made at least once a year, if not monthly. Then there are various aggregations of these forecasts, such as product to product line to division, and territory to district to region. Further, multiple functional...