Areas in Gray Shading

Sales Pipeline Planning Model Quota Q1 Q2

Bookings $ 15,000,000 ### ###
Direct Rep 1 $ 2,000,000 $ 500,000 $ 500,000
Direct Rep 2 $ 2,000,000 $ 500,000 $ 500,000
Direct Rep 3 $ 2,000,000 $ 500,000 $ 500,000
Direct Rep 4 $ 2,000,000 $ 500,000 $ 500,000
Direct Rep 5 $ 1,875,000 $ 375,000 $ 500,000
Direct Rep 6 $ 1,875,000 $ 375,000 $ 500,000
Direct Rep 7 $ 1,625,000 $ 250,000 $ 375,000
Direct Rep 8 $ 1,625,000 $ 250,000 $ 375,000
Direct Rep 9 $ 375,000 $ - $ -
Direct Rep 10 $ 125,000 $ - $ -
Assigned Quota $ 15,500,000 ### ###

Average Deal Size $ 500,000 $ 500,000 $ 500,000

Full Quota - Direct Rep $ 2,000,000 $ 500,000 $ 500,000
# Deals 30 7 8
Pipeline of Qualified Sales Opp's 85 20 23

Pipeline Ownership
Direct Reps 45%
Partners 15%
Marketing 40%

Direct Reps
# Deals 14 2.9 3.4
Close Ratio 33% 33%
Pipeline of Qualified Sales Opp's 38 8.9 10.2

Partners
# Deals 5 1.0 1.1
Close Ratio 33% 33%
Pipeline of Qualified Sales Opp's 13 3.0 3.4

Marketing
# Deals 12 2.6 3.0
Close Ratio 33% 33%
Pipeline of Qualified Sales Opp's 34 7.9 9.1
Sales Dev Reps (SDRs)
# Deals 26 5.5 6.4
Pipeline of Qualified Sales Opp's 72 17 19
Meetings to QSO Ratio 33% 33%
# of Meetings That Need to be Set 200 51 59
Conversations to Meetings Ratio 33% 33%
# of Conversations 557 154 177
Areas in Gray Shading Are Required Inputs

Q3 Q4 FY Total Assumptions
### ### $15,000,000 Quartley Split
$ 500,000 $ 500,000 $ 2,000,000 Ramp Rep 1
$ 500,000 $ 500,000 $ 2,000,000 Ramp Rep 2
$ 500,000 $ 500,000 $ 2,000,000 Ramp Rep 3
$ 500,000 $ 500,000 $ 2,000,000 Ramp Rep 4
$ 500,000 $ 500,000 $ 1,875,000 Ramp Rep 5
$ 500,000 $ 500,000 $ 1,875,000 Ramp Rep 6
$ 500,000 $ 500,000 $ 1,625,000 Ramp Rep 7
$ 500,000 $ 500,000 $ 1,625,000 Ramp Rep 8
$ 125,000 $ 250,000 $ 375,000 Ramp Rep 9
$ - $ 125,000 $ 125,000 Ramp Rep 10
### ### $15,500,000

$ 500,000 $ 500,000 $ 500,000

$ 500,000 $ 500,000 $ 2,000,000
8 9 31
21 22 85

3.7 3.9 14
40% 40%
9.3 9.8 38

1.2 1.3 5
40% 40%
3.1 3.3 13

3.3 3.5 12
40% 40%
8.3 8.8 34
 7.0 7.4 26
18 19 72
40% 40%
44 46 200
40% 40%
110 116 557
 Q1 Q2 Q3 Q4
25% 25% 25% 25%
100% 100% 100% 100%
100% 100% 100% 100%
100% 100% 100% 100%
100% 100% 100% 100%
75% 100% 100% 100%
75% 100% 100% 100%
50% 75% 100% 100%
50% 75% 100% 100%
0% 0% 25% 50%
0% 0% 0% 25%
25 Questions to Ask Your Sales Leader to Build an Efficient and Effective Demand Generation

What is the tightest use case definition that you can articulate that epitomizes the ideal pros
What are the compelling events that prospects communicate to you that motivate action on t
Where do sales reps gain knowledge to drive insight led customer conversations
In the deals you feel you have the best chance of winning, who is your intial point of contact
How are you most successful in gaining access to the initial point of contact
What is the title/role of the Approver and what is the strategic economic value statement tha
What is the title/role of the Decision Maker and what is the strategic economic value stateme
What is the title/role of the Influencer and what is the operational value statement that reson
What is the title/role of the Recommender and what is the operational value statement that re
What competitors have do you win against most frequently
What competitor do you lose to most frequently
What sales tools are most effective in advancing opportunities at each stage in the sales cyc
Who are the top 3 analysts that influence decisions or thinking within your prospects
What are the key trends in your verticals that prospects are trying to efective manage to
What publications do your key prospects read
What websites do your top prospects go to to find out industry and topical information
What blogs do your top prospects read
What are the top 3 conferences in each of your industries
Who are the top 10 accounts you want to win this quarter
How many cold calls a week do you expect your reps to make
How many times do you expect your reps to prospect into accounts via email
What account intelligence do you expect your reps to do prior to the first meeting
How many times do you expect your reps to follow-up on each lead
Do you expect your reps to work events (be in the booth)
What is the best source of leads