The Sales Capacity Plan
Sales capacity, quota setting and sales planning in general is sorely misunderstood and miscalculated, with internet guides and leadership programmes promoting all kinds of formulas that encourage planning behaviours that only lead to missed targets and overspend.
Instead, we've gone back to basics to work out the real maths behind revenue planning, creating a new set of revenue formulas that you can use and trust, that we'll break down the why and how.
The below guide is a comprehensive guide to the sales capacity plan, covering off some key rules to follow, the maths, some of the modeling, and some of the logic behind a realistic sales capacity plan, as well as how you use it to drive targets, and not the other way around.
Grab yourself a coffee and a biscuit before starting as it's around 30 minutes of reading time, however it goes deep on the formulas and concepts so you might need longer!
