How to Make and Use a Proper Sales Bookings Productivity and Quota Capacity Model
Kellblog
FEBRUARY 15, 2020
I’ve seen numerous startups try numerous ways to calculate their sales capacity. Most are too back-of-the-envelope and to top-down for my taste. Such models are, in my humble opinion, dangerous because the combination of relatively small errors in ramping, sales productivity, and sales turnover (with associated ramp resets) can result in a relatively big mistake in setting an operating plan.
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