---
schema_version: "1"
id: accf5b86afcdebb955918fd104cd75dd2f7360cdf0ed0bb7a9fe6c6343fdd79a
title: "Quota Planning: Set and Refine Sales Goals"
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/spm_qp_atm_quota_planners.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.spm_qp_atm_quota_planners.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 03541302396583bfb136f4d703b411db417dc1ecc101fd48117d8e9e0bac7dca
description: Once you define territories and calculate account targets, sales leadership and Quota Planners use this data to set final sales goals for representatives. In this phase, Account Target Management serves as a feasibility check.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# Quota Planning: Set and Refine Sales Goals

Once you define territories and calculate account targets, sales leadership and Quota Planners use this data to set final sales goals for representatives. In this phase, Account Target Management serves as a feasibility check.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col style="width:100%"></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in:</td></tr></tbody></table>

## Use Account Targets as a Baseline

Account targets provide a data-driven starting point for quotas. Instead of assigning flat growth percentages, planners evaluate the aggregated potential of the accounts within a seller's patch.

- **Visibility:** See how the financial goal distributes across the accounts assigned to a representative.
- **Context:** Identify which accounts must drive the majority of the revenue.

## Assess Feasibility and Risk

Before finalizing a quota, compare the **Assigned Quota** against the **Sum of Account Targets**.

- **Gap Analysis:** If the quota significantly exceeds the sum of account targets, the plan carries high risk. The representative may need more accounts, marketing support, or a lower quota.
- **Capacity Planning:** Determine if the territory has enough high-value accounts to support the seller's On-Target Earnings (OTE) and goals.

## Finalize the Number

Account targets are planning inputs, not necessarily final commitments.

- **Directional Guidance:** Use targets to inform the final quota, but adjust the numbers based on representative seniority, ramp time, or strategic focus.
- **Strategic Gaps:** If account rollups do not meet the top-down financial number, address the gap through headcount capacity, coverage models, or corporate investment rather than increasing the burden on the seller.