Development Forecasting Headcount Operational efficiency. 
OPEXEngine
DECEMBER 17, 2019
Working with your management team, you then develop a bottom up forecast for expenses. Bottom-Up Expense Forecasting. For example, you can access Sales headcount data for Account Executives, Sales Development Reps/Business Development Reps and Renewal Reps along with compensation data.
ChurnZero
DECEMBER 2, 2022
Alli: Sales projections were based on both white space and sales forecast. Q: Did you develop a CSM competency model for each segment? Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Q: Were the sales projections based on a white space analysis?
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