What goals should I set for my team?
How can I structure my pipeline review conversations in such a way as to deliver a consistent forecast to the business?
How much pipeline do I need to carry on an ongoing basis to consistently reach quota?
How many meetings do I need to be having each week to hit quota?
How many activities does an SDR need to complete each day to reach their monthly goal for opportunities created?
How many qualified opportunities does the marketing, SDR, and sales organization collectively need to generate in order to set the AE team up for success?
The calculator used in the Data Driven Manager - Sales Math presentation.
Uses data about meetings, AE efficiency, and opportunity advancements to calculate a projected bookings amount.
Projected bookings outcomes based on hiring plans and staffing ratios
Mapping cadence behaviors to SDR time capacity
Implied AE bookings based on deal characteristics and AE meeting capacity