SaaS Sales Capacity Model
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SaaS Sales Capacity Model
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Link to Original Blog Post
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Sales QuarterPY Q4Q1Q2Q3Q4
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New ARR Target1,000,0001,200,0001,500,0002,000,000
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% Sales Owns60%55%50%50%
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Sales ARR Target600,000660,000750,0001,000,000
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Desired Quota Over-Assignment20%20%20%20%
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New ARR Quota to Assign to Reps720,000792,000900,0001,200,000
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Quarterly Quota per Ramped Rep80,00080,00080,00080,000
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# Ramped Reps Needed (rounded)9101115
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Current # Ramped Reps88888
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Excess (Shortfall) in Ramped Reps(1)(2)(3)(7)
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Reps to Hire to Meet Quota1.01.01.04.0
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Total # Reps910111515
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Link to Original Blog Post
Special thanks to Blake Koriath of High Alpha
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Key:
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-User input cells = blue text
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-Calculated cells = black text
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Comments:
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-This guide is based only on ARR, but additional components could play factors such as different booking / contract dynamics or implementations

-Assumes 1 quarter for reps to ramp, which will differ by business. Typically this depends on type on sales cycle and size of deal

-The more reps you plan to hire, the higher your "desired quota over-assignment" percentage should also be to serve as a buffer of reps not hitting quota

-Keep in mind that scaling your sales reps will also impact other business functions, and how your sales team is managed. Consider how you will need to hire sales managers, a recruiter, and client success. This model isn't created for those complexities but they should be considered
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SaaS Sales Capacity Model
Marketing Demand Gen Template