saasmastersf

Regional Sales Director

Sales/SDR/CSM - Capacity Planning?

Hey All,

Does anyone have a good link to a methodology on Capacity planning for a sales team? I am stepping into a new role and am just looking for a basic methodology to follow. Any links or suggestions would be appreciated.

🧢 Sales Management

🔥 Revenue

15 comments

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CuriousFox

WR Officer

🦊

Search. Bar.

Revenue_Rambo

Politicker

Director, Revenue Enablement

They must be new here

jefe

Arsonist

🍁

It's always open and will never cut you off

Diablo

Politicker

Sr. AE

Capacity planning? This a term used by the project driven team. What are we trying to achieve here.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I think they are trying to see how many reps they need to fulfil whatever goals the companies has for this quarter / month.

GDO

Politicker

BDM

Then they should just count back from the result they want. no?

TheColdestColdCall

Executive

Enterprise Account Executive

that's napkin math, but each territory and segment, and product line (TAM for said product) are all variables so it becomes a formula, generally deduced from gross revenue, OpEx for said sales capacity, etc etc and its a evolving equation for most orgs

LambyCorn

Arsonist

A mfkn E

You mean like reverse engineering calls for a meeting, meetings for a qualified opt, qualified opts for a sale, average sale = quota = # of calls?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are you looking for number of accounts that can be managed by each role? Not sure - more details would be very helpful.

saasmastersf

Fire Starter

Regional Sales Director

Yes. Trying to look at target for year and figure out how to project hiring needs.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Difficult without understanding expectations. Sales cycle time? For CSX, how many meetings/touches/responsibilities? I think I see where you’re going, looking for a framework. I don’t know if one exists that addresses each role. Maybe @poweredbycaffeine will have some insight.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Tagging @poweredbycaffeine as it didn't work last night on my mobile.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

https://www.wallstreetprep.com/knowledge/sales-capacity-planning/ : This might help. Let me know in case that helps you.

Sr. Strategic CSM

Not sure if this directly answers your question. Depends on the current team structure and the data you already have on results/achievement/pipeline.
Saying that, my CRO wrote about a Capacity Growth Strategy, which I genuinely thought made sense: https://dustindeno.substack.com/p/breaking-the-chains-of-conventional?sd=pf

It requires honest revenue goals to be hit before adding more reps. Growth at all cost VC's less excited but your CFO will be delighted.
Let me know what you think!

Gasty

Notable Contributor

War Room Community Manager

@poweredbycaffeine/ I think you know a lot about this

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saasmastersf

Sales/SDR/CSM - Capacity Planning?

15 comments

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