Fiscal Year Planning: Sales Modeling

Episode notes

All fiscal year planning starts with data. It's better to have shorter time frames of consistent data than long-term timeframes of data that are inconsistent. Your methodology matters which is why we focus on key data and inputs to be most efficient with sales modeling as we look into the upcoming year. Data & Inputs Needed: Pipeline Creation Conversion Rates Segmentation Budget & Hiring Timelines Ramp Schedules Additional Investments Added Products & Enhancements Trend Data Board Expectations & Alignment Capacity and Support Ratios Lead Source Attribution Types of Sales Models Cohort Expansion and New Business Growth Rep Capacity Rep Productivity Pipeline Forecasting