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Quota Planning
Motivate sellers while achieving business objectives when you create quota plans in Sales Planning. Create plans from a template, design plans from scratch, or import plans from CSV files.
Required Editions
| Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience |
| Available for an additional cost in: Enterprise, Performance, Unlimited, and Developer Editions with Sales Planning in English only, and only if you have Web Services API enabled |
- Considerations for Quota Planning
Set expectations among quota planners so that they have the best experience setting targets in Sales Planning. - Create a Quota Plan
Determine targets that motivate sellers and achieve business objectives within the quota plans you create in Sales Planning. Allocate quota targets across your segments and products and add optional buffer values. Add insight to your quota plans by adding historical role and calculated data. - Account for Ramp and Seasonality When Planning Quotas
Anticipate ramp-up time for new reps and consider tenure of experienced ones when you plan quotas. Also, consider seasonal sales patterns and other realities that affect your business in Quota Planning. - Targets, Annual Quota, and Carried Quota
In Quota Planning, a target becomes an annual quota and then a carried quota, depending on the rep’s ramp status and product seasonality. If you sell more of a specific product during a certain time of year, you can ensure that new hires are fully ramped before the busy season begins so that they have a reasonable chance of achieving their quota. - Plan Quotas from Territory Alignments
Create quota plans fast when you incorporate stamped territory hierarchy, owner, and attribute data from alignments that you create in Territory Planning. Analysts plan quotas from stamped alignments within Sales Planning segments. - Publish Quota Plans to Pipeline Forecasting
Guide your sales reps toward meeting quotas when you publish plans from Quota Planning to territory-based forecasting types within Pipeline Forecasting. - Export Quota Plans for Other Systems
Pack up your quota plans in CSV files directly in Sales Planning. Import that data into proprietary and third-party systems. - Account Target Management
Account Target Management helps Sales Operations teams distribute financial targets across accounts in a structured, scalable way. By combining top-down targets from finance with bottom-up input from the field, teams better understand account potential and create territories that support realistic quota planning. This feature supports planning decisions rather than prescribing a single method. It provides visibility into how account-level targets roll up to territories, helping teams evaluate fairness, risk, and feasibility.
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