What term is used to define the goal set for each sales representative for a specified period?

The term that defines the goal set for each sales representative for a specified period is "quota." A quota establishes a clear benchmark that sales representatives are expected to achieve within a given timeframe, such as monthly, quarterly, or annually. It serves as a motivational tool and performance measurement, guiding sales strategies and activities.

Quotas are often based on historical data, market potential, and the business's overall sales objectives. They help organizations track performance, allocate resources effectively, and ensure that sales efforts align with strategic goals. While terms like sales target and forecast may sound similar, they have distinct meanings: a sales target is generally the overarching goal for the sales team, whereas a sales forecast is an estimation of future sales based on various metrics and variables. In contrast, an estimate lacks the structured goal-setting aspect intrinsic to quotas and targets.