Chapter 08 · The Revenue Leader Guide
GTM, territory, and capacity models
Annual planning starts with the company target, decomposes into segment and product targets, translates into pipeline and headcount, and lands as territory plans, quotas, comp plans and a hiring plan.
Annual planning starts with the company target, decomposes into segment and product targets, translates into pipeline and headcount requirements via capacity modelling, and lands as territory plans, quotas, comp plans and a hiring plan. Quarterly planning revisits the assumptions and adjusts.
Strategy decisions sit on top: which ICP do we serve, which segments do we win in, which sales motion do we run, what does our pricing and packaging say, where do we invest and where do we cut. Plans without underlying capacity maths are wishes; capacity maths without strategy is precision around the wrong target.
Key concepts
Written by Rachel Lunn
Co-Founder of Evara, architect of the ALIGN hiring methodology
Sales recruitment, GTM recruitment and revenue advisory for SMEs UK-wide. We reply within one working day.
Email Rachel Lunn