---
schema_version: "1"
id: d221947699e6cd332bea81fed8f45cb2e9a966f44d299e4c0efe01d740266182
title: Create a Quota Plan
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/quota_planning_create.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.quota_planning_create.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: b8d9d478b9233ccdf7875d72ef6c63e68e279d224d1c6509e4624c67013511f6
description: 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.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# 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.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Enterprise</strong>, <strong>Performance</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions with Sales Planning in English only, and only if you have Web Services API enabled</td></tr></tbody></table>

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small permission">
        <colgroup>
          <col style="width:50%">
          <col style="width:50%">
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="colgroup" class="slds-cell-wrap" colspan="2" style="text-align:center;vertical-align:top;" id="d64186e70">User Permissions Needed</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="User Permissions Needed" class="slds-cell-wrap" style="vertical-align:top;" headers="d64186e70 ">To create plans:</td>

            <td class="slds-cell-wrap" style="vertical-align:top;" headers="d64186e70 ">
              <p>One of these:</p>
              <ul>
                <li>Sales Planning Admin permission set</li>

                <li>Sales Planning Ops Manager permission set</li>

                <li>Sales Planning Ops Analyst permission set</li>

              </ul>
              <p>AND</p>
              <p>One of these:</p>
              <ul>
                <li>Query for Datapipelines User for Sales Planning permission set</li>

                <li>CRM Analytics Plus User permission set</li>

                <li>CRM Analytics Growth User permission set</li>

              </ul>
            </td>

          </tr>
        </tbody>
      </table>

![Important](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/images/icon_important.png)

Important Before you create a quota plan and allocate target values, set up your plan's product hierarchy, identify goals, and set target values. See [Set Up Product Hierarchy and Product Seasonality in Sales Planning](https://help.salesforce.com/s/articleView?id=sales.sales_planning_products.htm&release=264.0.0&type=5 "An effective sales plan depends on aligning your company’s important products with your seller strategy. In Sales Planning, set up a product hierarchy and specify seasonality for the products that your team sells. Seasonality represents the emphasis placed on a particular product during a certain time of year. For example, seasonality can increase in the last fiscal quarter. A product hierarchy also helps with Quota Planning.") and [Identify Goals and Set Targets in Sales Planning](https://help.salesforce.com/s/articleView?id=sales.sales_planning_goals_targets.htm&release=264.0.0&type=5 "Add goals to the sales plan, and specify target values for each goal. Typically, finance users set high-level guidance and then sales or sales operations personnel set specific targets for their teams.").

## Set Up the Quota Plan

1. In Sales Planning, open the segment for which you’re creating your quota plan.
2. Scroll to the Quota Plans card and click **New**.
    
    ![Options for creating quota plans](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planing_builder.png)
    
    - Design a quota plan from scratch.
    - Design a quota plan with sample data that you can replace.
    - Design a quota plan from territory data from a stamped alignment. See [Plan Quotas from Territory Alignments](https://help.salesforce.com/s/articleView?id=sales.quota_planning_alignments.htm&release=264.0.0&type=5 "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.").
    - Or, create a quota plan from an imported .csv file that includes hierarchy, owner, and historical and role details.
        
        ![Import option that includes column selections](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_csv.png)

The Quota Plan Builder opens, where you can allocate quota target values and add buffer values.

## Allocate Quota Target Values

The quota plan shows the targets you specified so you can include them in your quota planning.

![Quota Plan Builder, showing the options to allocate quota targets for a product](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_product_allocate.png)

1. In Quota Plan Builder, select a product from the left panel (1).
    
    To adjust the goals and targets that are visible, click the pencil icon ![Pencil icon](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/resources-global/_corporate/images/pencil.png) in the left panel.
2. Click the three dots in the product header or territory (2) and select **Allocate** (3).
3. Select options in the Allocate window.
    
    ![Allocate window in Quota Plan Builder, showing the allocation options](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_allocate_options.png)
    
    - Specify a territory, product column, and allocation amount.
    - Specify whether you want to allocate to all descendents or only terminal (last) descendants (4).
    - Specify whether the allocation amount is equal, fixed, or proportional to another column (5).
    - Specify whether the allocation amount represents a raw number or a percent amount of a parent (6).
4. Save your changes.

You can specify different quotas for different levels of the product hierarchy. Maybe you want sales reps to hit general targets overall but more specific targets for individual business units.

If you change the target values for your segments, the values are updated in the quota plan, too.

## Add Buffer Values

After you allocate target values, add an optional buffer percentage to your targets. A buffer specifies an additional percentage that’s added to your quota targets to help protect your plan goals from low attainment, new hire ramp time, or other circumstances that negatively affect your team’s performance.

1. With a product selected in Quota Plan Builder, click the three dots in the product hierarchy (1) and select **Buffer** (2).
    
    ![Quota Plan Builder, showing the option to add a buffer percentage to quota targets for a product](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_product_buffer.png)
2. In the Buffer window, enter the buffer percentage amount that you want to add.
3. Save your changes.

## Visualize Quota Targets

After you allocate targets and add a buffer, visualize your targets over time with a graph or chart.

1. With a product selected in Quota Plan Builder, click **Open** on a territory.
    
    ![Quota Plan Builder, showing the option to open the quota visualization](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_product_open.png)
2. To change which information is shown, select a ramp profile, starting month, monthly or quarterly scope, and number formatting.

![Visualization of a quota plan](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/quota_planning_graph.png)

## Manage Columns in Quota Plan Builder

Optionally, create, show, and hide columns in Quota Plan Builder.

1. In Quota Plan Builder, click **Columns**.
2. To add a column, click **New**.
3. Enter a label, specify a data type, and save your changes.
    
    For example, maybe you add two number columns, Revenue and Units, and then you want to add a third column that calculates revenue per unit. Add a formula column that references those columns and performs a calculation.
    
    ```
    [Revenue] / [Units]
    ```
4. Make sure that the column appears in the Visible list.
    
    You can also reorder visible columns that you added, or hide selected columns.

#### See Also

- [Plan Quotas from Territory Alignments](https://help.salesforce.com/s/articleView?id=sales.quota_planning_alignments.htm&release=264.0.0&type=5 "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.")
- [Account for Ramp and Seasonality When Planning Quotas](https://help.salesforce.com/s/articleView?id=sales.quota_planning_ramp_seasonality.htm&release=264.0.0&type=5 "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.")
- [_Video_: Target and Quota Lifecycle Overview - Aug ’25](https://salesforce.vidyard.com/watch/bRQ6rKJkevfy5XhJbdG62n)