Summary #

Sales Quotas let you set revenue targets for each territory, so you can measure rep performance against goals and see how your team is tracking. When quotas are set up, your dashboard shows quota vs. actual sales, helping you spot which territories are on track and which need attention.

This is useful for sales managers who want to set clear targets, track progress throughout the year, and make data-driven decisions about territory assignments and performance.

Overview #

What Are Sales Quotas?

Sales quotas are revenue targets assigned to specific territories. Each quota has three components:

• Territory Code: Which territory the quota applies to
• Begin Date: When the quota period starts (automatically set to the first of the month)
• Amount: The target revenue for that period

How It Works

• Territory-Based: Quotas are tied to specific territory codes in your system
• Monthly Periods: Each quota covers a specific month (dates are automatically converted to the first of that month)
• One Quota Per Period: You can only have one quota per territory per month
• Dashboard Integration: When you select Current YTD or Previous Year in your dashboard, quotas appear alongside actual sales

Before You Begin #

Before importing sales quotas, make sure you have:

• Territory codes set up: The territory codes in your quota file must match existing territory codes in your system
• Admin access: You need admin permissions to import data files
• A properly formatted CSV file: See the CSV format requirements below

How to Set Up Sales Quotas #

1. Prepare Your CSV File

Create a CSV file with three required columns:

• TerritoryCode: The territory code (must match your existing territory codes)
• BeginDate: Start date in YYYY-MM-DD format
• Amount: Quota amount as a decimal (e.g., 50000.00)

Example CSV:

TerritoryCode,BeginDate,Amount
North,2024-01-01,100000.00
South,2024-01-01,125000.00
East,2024-02-01,90000.00
West,2024-02-01,110000.00

Note: Begin dates are automatically converted to the first of the month. If you enter 2024-01-15, it will be stored as 2024-01-01.

2. Upload the CSV File

1. Name your file sales_quotas.csv
2. Upload it to your organization data folder via FTP or your configured data sync method
3. The system will process the file during the next data refresh

3. Verify the Import

1. Go to your eCat Dashboard
2. Select Current YTD from the date range dropdown
3. Check the Top Territories section to see PTD Quota and Total Quota columns

Tip: If quotas do not appear, verify that your date range includes the quota periods you imported.

Viewing Quota Reports #

Once quotas are imported, you can view them in your dashboard:

Top Territories Section

When quotas exist for the selected date range, the Top Territories table shows:

• Amount: Actual invoiced sales for the territory
• PTD Quota: Period-to-date quota for the selected date range
• Total Quota: Total quota assigned to that territory for the period

Cumulative Budget Graph

The budget graph displays:

• Cumulative Actuals: Running total of actual sales by month
• Cumulative Quotas: Running total of quota targets by month

This helps you visualize whether your team is tracking ahead or behind quota over time.

Date Range Requirements

Quota data only displays when you select:

• Current YTD: Shows quotas for the current calendar year
• Previous Year: Shows quotas for the previous calendar year

Custom date ranges do not display quota comparisons.

Troubleshooting #

Import fails with missing column error:  #

Your CSV file must include all three columns: TerritoryCode, BeginDate, and Amount. Check that column headers match exactly (case-insensitive).

Error: TerritoryCode cannot be blank #

Every row in your CSV must have a territory code. Check for empty rows or rows with missing territory codes.

Error: Amount is not a number #

Amount values must be numeric. Remove any currency symbols, commas, or text. Use decimal format (e.g., 50000.00).

Error: BeginDate has already been taken #

You already have a quota for this territory and month. Only one quota per territory per begin date is allowed. Either update your existing quota or use a different date.

Quotas not appearing in dashboard #

Check that:

• You selected Current YTD or Previous Year as the date range
• Your quotas were imported for dates within the selected range
• Your user account has access to the territories with quotas

Wrong dates showing for quotas #

All begin dates are automatically converted to the first of the month. If you entered 2024-01-15, it was stored as 2024-01-01. This is expected behavior.

Need More Help? #

If you continue to experience issues after following the steps above, our support team is here to help.

Contact Support with:

• Your organization name
• The CSV file you attempted to import
• Any error messages you received
• Screenshots of your dashboard showing the issue