Glossary

Letter Q

The process of evaluating whether a lead has the need, authority, budget, and intent to move forward in the sales cycle.

A lead that has been vetted through criteria such as fit, interest, and readiness to engage with sales.

To determine whether a lead meets the criteria (fit, intent, authority, need, timeline) to move forward in the sales funnel.

The structured step in the sales cycle where reps assess prospect viability through discovery questions and evaluation frameworks.

A targeted question designed to uncover a prospect’s needs, budget, authority, urgency, or decision process.

Data or insights based on non-numerical information such as opinions, motivations, or behaviors.

Forecasting approaches based on expert judgment or market research rather than mathematical models.

Subjective evaluation standards such as teamwork, communication, or leadership behavior.

Research methods (e.g., interviews, focus groups) used to understand deeper motivations, perceptions, and attitudes.

Processes ensuring that products, services, or outputs meet defined standards of quality and consistency.

Measurements evaluating accuracy, reliability, or completeness of data, service, or process outputs.

Data or analysis expressed in numerical form.

Objective metrics such as revenue, conversion rate, or activity volume used to evaluate performance.

A structured meeting between vendor and customer to evaluate performance, goals, and opportunities every quarter.

The revenue or activity target assigned to a salesperson or team over a set period.

Changes made to sales quotas due to territory shifts, leaves, or strategic updates.

The process of distributing sales targets across teams, regions, or individuals.

The percentage of quota a salesperson or team has achieved.

Ranges of quota levels used to segment reps for compensation or performance benchmarking.

Modifications applied to previously set quotas, often due to administrative or data issues.

The process of establishing sales targets based on factors such as market potential and historical data.

The end-to-end business process from generating quotes to collecting payment.