All activities done prior to Quota Setting exercise commencing in January come under Pre-Quota Setting.
‍

This period will include:

1. Finalising the Compensation Plan Matrix
2. Preparing and sharing support workbooks
   - SRL workbooks
   - DSM workbooks
3. Specialists workbooks**
4. Finalising the Quota Setting Timeline / Calendar (link to below)
5. Finalising crediting rules for specialists & special cases
6. Finalising MBOs & MBPs

The calendar shows the months and activities that happens in each month of the pre-quota setting process. Pre-Quota setting process starts from October - December

Commences beginning of January when Andrew receives the Quota Number for EMEA_[1]. We follow the Quota Setting timeline to set quotas for all Sales Team.

Generally, the sequence for finalising quotas is:

1. Quotas- TAM & DSM Quotas
2. Overlay Groups- Clinical, Technology teams
3. Inside Sales and PCR

There is flexibility in setting the sequence for the overlay groups.

_{[1] Europe from January 2023}

As Sales Operations we support by providing workbooks to Sales Leaders to help distribute & set quotas for their teams. These workbooks are created as a template and refreshed with latest forecast information from TM1.
‍

Once the quotas are finalised, the final consolidated version should be saved on the Sales Ops shared team folder. This file should be kept “live” and updated with any changes during the year.
‍
Along with the Final Quota Submission file, the Final Portfolio & Crediting Rules file should also be saved in the same location. Any changes to the crediting rules and product portfolios should be updated on this “live” file.

The calendar shows the months and activities that happens in each month during quota setting process. This process starts from January - February