ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
***MAKE A COPY OF THIS SHEET BEFORE USING IT***
2
3
StepSheetCellsAction
4
1Capacity - HeadcountA:20 to G:37Insert Your Existing & Planned Sales Hires (quota carrying and sales management only) - using first day of the month as start date
5
2Capacity - HeadcountH4:H6, H10:H14Input your appropriate location and market segmentation you use for your sales teams and then use that to classify your sales hires as entered in step 1
6
3Quota - AssumptionsB2:F4Input what you think is realistic in regards to how many deals the different types of reps can close per period as well as what their deal sizes will be. This will guide you in regards to whether or not you are ready for different segments and provide a maximum OTE you should be paying for account executive segment
7
4Capacity - RampingC3:H5Input your assumptions on quota achievement ramp of AEs per Segment; be careful on assuming percentage achievements for longer sales cycle reps early in their ramp
8
5Capacity - RampingG10:G39Input annualized quota of the reps. Even if rep roles on monthly or quarterly quota, annualized it for modelling perspective; leave all other cells alone
9
6Pipeline - Creation RequiredB5:D8Input per Segment, Your current/expected close rate, sales cycle length, and average deal size
10
7Pipeline - Creation RequiredI5:K8Input your expectations per segment where you expect / what you have assigned in regards to pipeline generation from each pipe gen role per segment
11
8Capacity - Summary I11,I21Input for I11 the amount of sales quota you will hold sales management accountable and input for I21 what you will use for your financial plan in regards to percentage of hitting ramped assigned quota
12
9Pipeline - Creation RequiredThe following important questions are now computed for you:
13
B21:R26, B69:R74- How much pipeline do you need in a quarter to that quarter's ACV Quota and ACV Plan
14
B29:R34, B77:R82- How much pipeline you have to create in quarter to hit your future ACV Quota and ACV Plan
15
B37:R58, B86:R106- How much pipeline each pipegen engine needs to create current quarter to hit your future ACV Quota and ACV Plan
16
10Capacity - SummaryThe following important questions are now computed for you:
17
B3:T29- Based on your hiring plans, quotas, and quota ramps, how much street quota is assigned over time as well as what your plan ACV targets are over time
18
B33:T49- What your total AE headcount and fully ramped AE headcount is over time
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100