Location via proxy:   [ UP ]  
[Report a bug]   [Manage cookies]                
Scribd Logo
Upload

Welcome to Scribd!

  • 992 views

    Demonstrating Repeatable Sales Model 2

    Uploaded by

    ramblingman
    Spreadsheet that shows an example of the difficulty of getting 80% of salesreps to quota at an enterprise software company that does big deals.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd

    Demonstrating Repeatable Sales Model 2

    Uploaded by

    ramblingman
    992 views2 pages
    Spreadsheet that shows an example of the difficulty of getting 80% of salesreps to quota at an enterprise software company that does big deals.

    Copyright

    © © All Rights Reserved

    Available Formats

    XLSX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    Spreadsheet that shows an example of the difficulty of getting 80% of salesreps to quota at an enterprise software company that does big deals.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    992 views2 pages

    Demonstrating Repeatable Sales Model 2

    Uploaded by

    ramblingman
    Spreadsheet that shows an example of the difficulty of getting 80% of salesreps to quota at an enterprise software company that does big deals.

    Copyright:

    © All Rights Reserved
    Download as XLSX, PDF, TXT or read online from Scribd
    Download as xlsx, pdf, or txt
    of 2

    The Challenge in Demonstrating Repeatability in Big Deal Companies

    ($K)

    Assumptions
    Productivity 1,000 per year 250 per qtr
    Uplift 20%
    Quota 1,200 per year 300 per qtr
    ASP 200

    HEALTHY / DEEMED REPEATABLE


    Q1 Q2 Q3 Q4 Year
    Rep 1 200 600 200 750 1,750
    Rep 2 50 150 400 800 1,400
    Rep 3 100 100 800 300 1,300
    Rep 4 500 300 400 1,200
    Rep 5 200 200 300 500 1,200
    Rep 6 400 - 400 400 1,200
    Rep 7 200 500 - 400 1,100
    Rep 8 200 250 350 250 1,050
    Rep 9 250 250 250 250 1,000
    Rep 10 200 - - 800 1,000
    Rep 11 200 150 200 450 1,000
    Rep 12 200 200 200 400 1,000
    Rep 13 150 450 - 200 800
    Rep 14 100 100 - 200 400
    Rep 15 50 100 50 200 400
    Total 3,000 3,350 3,150 6,300 15,800
    % of company plan 80% 89% 84% 168% 105%
    % of street-assigned quota 67% 74% 70% 140% 88%

    Linearity % 19% 21% 20% 40% 100%


    Average productivity 200 223 210 420 1,053
    Rep % at 80%+ quota 20% 40% 40% 80% 80%
    Rep % at 100%+ quota 20% 27% 40% 67% 40%

    Notes
    This demonstrates the reality of enterprise sales (with a large ASP) volatility and the challenge in demon
    Assumes all reps are ramped.
    Ignores linearity. No one models attainment of annual quota at the rep level as 4 quarters each at 25%
    Uplift is the percent over-assignment on top of expected productivity. I prefer models built off productiv

    Kellblog by Dave Kellogg is licensed under a Creative Commons Attribution-NonCommercial 4.0 Internati


    UNHEALTHY / DEEMED NOT REPEATABLE
    Q1 Q2 Q3 Q4 Year
    700 300 800 1,200 3,000
    500 500 600 600 2,200
    150 500 - 1,200 1,850
    200 250 350 250 1,050
    250 250 250 250 1,000
    200 - - 800 1,000
    200 200 200 400 1,000
    200 150 - 550 900
    150 450 - 200 800
    - - 700 - 700
    100 350 - 200 650
    150 150 150 150 600
    100 100 - 250 450
    50 100 50 200 400
    50 50 50 50 200
    3,000 3,350 3,150 6,300 15,800
    80% 89% 84% 168% 105%
    67% 74% 70% 140% 88%

    19% 21% 20% 40% 100%


    200 223 210 420 1,053
    20% 47% 33% 60% 47%
    13% 33% 27% 40% 20%

    nd the challenge in demonstrating repeatability of the sales model

    as 4 quarters each at 25%


    r models built off productivity where you then uplight to quota.

    onCommercial 4.0 International License.

    You might also like