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Leadership
Annual sales planning
Turning the revenue target into segments, territories, quotas, hiring, and comp — with the capacity model as the spine that connects them.
Owned by: VP Sales Ops / CROTest band: VP Sales Ops / CRO
In practice
Start from the target and work backward through productivity to headcount, then forward through ramp to check it lands in time. If it does not, change the target or the hiring date, not the productivity assumption.
The kind of thing the test asks
- The right order for building the annual sales plan is…
- Reps are told their quota in March for a January-start year. The consequence is…