Establish Contribution Targets By Source
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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)