Quota Planning
Capacity models, territory design, ramp assumptions, and quota-to-plan frameworks.
10 articles
All articles in Quota Planning, sorted by publication date.
How to set realistic sales quotas when entering new markets with limited data, using proxy data, market sizing, and stag…
How to weight quotas by quarter using historical seasonality data, industry buying cycles, and pipeline timing to set re…
A step-by-step guide to building a bottoms-up quota planning model that accounts for rep ramp, territory capacity, and h…
A detailed walkthrough of a quota planning spreadsheet with tabs for headcount, ramp, territory capacity, and rollup. Co…
A practical guide to rebalancing sales territories using data analysis, rep communication strategies, transition plans, …
When mid-year quota adjustments are warranted, how to execute them without destroying rep trust, and communication frame…
Connect your bottoms-up quota plan to the top-down revenue target with a clear reconciliation framework, gap analysis, a…
How to build and refine sales rep ramp schedules using performance data, segmented by role type and market segment. Avoi…
A practical guide to analyzing quota attainment distribution, separating systemic from individual issues, and using atta…
Learn a data-driven territory design framework using firmographic data, historical performance, and workload balancing t…