Establish Contribution Targets By Source

Capacity Planning

Create a bottom-up capacity model for comparison to your top-down target.

The top down model should factor in:

• Over-allocation from board-to-company target (typically 10% to 20%)
• Over-allocation from company-to-deployed quota target (also typically 10% to 20%)

The bottom up model should factor in:

• Individual rep attainment based on historical performance
• Rep attrition
• Rep replacement (if not hiring in anticipation of attrition which is otherwise best practice)
• AE ramp (often we see ramp by tenure bands of 0-1 yr; 1-2 yrs; > 2 yrs)

Capacity Model Example (Google Sheet; made a copy to edit)