In this five-part series, Sales Tools Made Smarter, we'll explore how advances in sales tool technology are driving today's planning and performance management for leading sales professionals. Part one examines new considerations and requirements for successful sales forecasting.

When Q1 hits, the pressure is on for sales teams to work toward their goals. It is on sales operations and leadership to use historical and current data to establish reasonable quotas. There's a science to creating goals that are realistic, yet motivating, especially as market trends emerge and demand fluctuates more rapidly.

But the reality is, 71% of companies don't have their compensation plans, territories, and quotas ready on day one of their fiscal years, according to WorldAtWork! In fact, it can take months to produce these plans, leaving sales teams stalled and frustrated.

Sales ops leaders need a better, smarter way to identify their goals and priorities, and communicate them throughout the organization. Moreover, they must adopt better tools and processes to gauge how reps are performing and effectively refine quotas based on market, territory, and team shifts.