Welcome back to Part 2 of 5 in our Annual Planning series. I haven’t been this excited for a series since I followed Nickleback on tour throughout Northern Canada in the summer of 2008.

Today we’ll be modeling out sales capacity, assigning quota, and verifying our tops down revenue targets. We calibrate this using a combination of historical figures and through a lens of what behaviors we'd like to incentivize for next year.

Topics we’ll hit:

  • What is sales capacity, and how do you model it?

  • Understanding quota relative to pay

  • Ramping reps up to speed

  • New vs existing deal volume

  • The mechanics of over assignment

  • The impact of seasonality

  • The pod and surrounding resources

  • Common mistakes with capacity planning

  • Final sanity checks

logo

Subscribe to our premium content to read the rest.

Become a paying subscriber to get access to this post and other subscriber-only content.

Upgrade

Your subscription unlocks:

  • In-depth “how to” playbooks trusted by the most successful CFOs in the world
  • Exclusive access to our private company financial benchmarks
  • Support a writer sharing +30,000 hours of on-the-job insights

Keep Reading