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In this tutorial, we’ll show you how to perform bottom-up quota and account planning. You can perform quota planning to set and analyze data-driven, intelligent sales quotas using best practice methodologies, such as top-down and bottom-up. Bottom-up quota planning complements your top-down planning strategy. After top down targets are set, you can have the lowest level in the hierarchy review their target quota, make any required adjustments, and then submit their expected account plans and quota commitments to the next higher level in the hierarchy for approval. I’ll show you how you can perform bottom-up quota and account planning from two hierarchy levels. As a sales rep in charge of Central Products in Division 1, I can plan for each of my accounts, and allocate quota based on market knowledge and can factor in future sales opportunities. I’ll review the top down quota allocated by my manager, along with the overall growth percentage. I can compare the top-down quota with the bottom-up quota, as well as the percent of the target. I can plan accounts here. And, since my manager moved one of my existing accounts to a new territory, I’ll add a new account to help me reach my quota. I can allocate quota even if there is no historical data. Notice that with the added account quota, I am closer to achieving my overall target quota. Managers can also assign accounts to sales reps. I can review my quota per product. And, if necessary, make adjustments here. Here, I can take a look at potential commissions at a high-level. After reviewing my account plans and quota commitments, I’ll submit it for approval. I’ll take a look at the promotional path for my quota plan. When I submit my plan for approval, it will be assigned to my Regional Manager. I’m ready to submit my account plan and quota commitments. Now, I’ll switch users. As a Regional Manager, I can now review all bottom-up quota and account plans for all sales reps in my team and compare them with our top-down plan. I can collaborate with my team members to discuss and arrive at a plan that meets our overall quota targets. In our company, Sales Managers can also set bottom-up quotas for each sales rep. I can make final adjustments to hit the top down quota at the sales rep level. I’ll run the aggregation process to update totals with my adjustments. After making adjustments, our quota is 90% of the target. Next, I’ll review the commission estimates for each sales rep. In this example, commission estimates are based on quota tiers: Meet Targets, Exceed Targets, and Winners’ Circle. Commission estimates may be taken from an Incentive Compensation System, or derived at a high-level using Sales Planning Cloud. Here are the commission estimates for achieving different targets. After I finish making adjustments and reviewing data, I’ll submit the plan for approval. The review process continues until the last person in the planning unit hierarchy approves the quota plan. Thanks for watching.