Sales Pipeline Planning Model - Template FREE Download Available https://www.fourquadrant.com/product/sales-pipeline-planning-model/ The Sales Pipeline Planning Model is a pragmatic approach to document how many direct sales reps are needed to attain or exceed the plan. More importantly, the template illustrates when a direct sales rep is expected to provide financial impact to the organization. The planning model then goes into more detail to calculate how many qualified sales opportunities are required for each direct sales rep. The model goes further to calculate how many conversations sales development representatives need to have in order for direct sales reps to achieve the revenue plan by quarter. Sales Pipeline Planning Model – Direct Sales Reps It’s a given that an organization that sells direct is dependent upon direct sales reps and that they are a very expensive resource, but they most often provide the highest contribution to revenue. Most companies understand that they need direct sales reps but do not plan accordingly and, as a result, are often late in pulling the hiring trigger. The downside is that a sales organization starts the game behind as months or quarters of revenue generation are lost due to not hitting the fiscal year fully staffed and ramped. Specifically, the lead time required to attract, interview, and ramp a direct sales rep is significant, and hiring needs to be reverse engineered into the revenue equation. In addition, ramping a direct sales rep often requires several quarters to ensure success. Trying to cut the onboarding process short typically results in below-quota performance and high turnover; it’s estimated that a bad direct sales rep hire costs an organization at least $1M (organization cost of recruiting, salary, severance, and lost revenue). Download go to market planning templates at http://www.fourquadrant.com/products/

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Sales Pipeline Planning Model!

2. The Sales Pipeline Planning Model is a
pragmatic approach to documenting
how many direct sales reps are needed
and when, how many qualified sales
opportunities are required and how
many conversations sales development
representatives need to have, in order
to achieve the revenue plan by quarter.

3. Sales Pipeline Planning Model! ! Quota! Q1! Q2! Q3! Q4! FY Total!
Bookings! ! $15,000,000 ! $3,750,000 ! $3,750,000 ! $3,750,000 ! $3,750,000 ! $15,000,000 !
Direct Rep 1! ! $2,000,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $2,000,000 !
Direct Rep 2! ! $2,000,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $2,000,000 !
Direct Rep 3! ! $2,000,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $2,000,000 !
Direct Rep 4! ! $2,000,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $2,000,000 !
Direct Rep 5! ! $1,875,000 ! $375,000 ! $500,000 ! $500,000 ! $500,000 ! $1,875,000 !
Direct Rep 6! ! $1,875,000 ! $375,000 ! $500,000 ! $500,000 ! $500,000 ! $1,875,000 !
Direct Rep 7! ! $1,625,000 ! $250,000 ! $375,000 ! $500,000 ! $500,000 ! $1,625,000 !
Direct Rep 8! ! $1,625,000 ! $250,000 ! $375,000 ! $500,000 ! $500,000 ! $1,625,000 !
Direct Rep 9! ! $375,000 ! $- ! $- ! $125,000 ! $250,000 ! $375,000 !
Direct Rep 10! ! $125,000 ! $- ! $- ! $- ! $125,000 ! $125,000 !
Assigned Quota! ! $15,500,000 ! $3,250,000 ! $3,750,000 ! $4,125,000 ! $4,375,000 ! $15,500,000 !
! ! ! ! ! ! ! !
Average Deal Size! ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 !
Full Quota - Direct Rep! ! $2,000,000 ! $500,000 ! $500,000 ! $500,000 ! $500,000 ! $2,000,000 !
# Deals! ! 30 ! 7 ! 8 ! 8 ! 9 ! 31 !
Pipeline of Qualified Sales Opp's! ! 85 ! 20 ! 23 ! 21 ! 22 ! 85 !
Sales Pipeline Planning Model!

4. Revenue is dependent upon sales reps
and Direct Sales Reps are the most
expensive sales resource but also have
the provide the highest contribution to
revenue.!
!
Most companies understand that they
need direct sales reps but are often late
pulling the hiring trigger. Specifically,
the lead time required to attract,
interview, and ramp a direct sales rep is
significant. !

5. Sales Pipeline Planning Model! ! Quota! Q1! Q2! Q3! Q4! FY Total!
# Deals! ! 14 ! 2.9 ! 3.4 ! 3.7 ! 3.9 ! 14 !
Close Ratio! ! ! 33%! 33%! 40%! 40%! !
Pipeline of Qualified Sales Opp's! ! 38 ! 8.9 ! 10.2 ! 9.3 ! 9.8 ! 38 !
Partners! ! ! ! ! ! ! !
# Deals! ! 5 ! 1.0 ! 1.1 ! 1.2 ! 1.3 ! 5 !
Close Ratio! ! ! 33%! 33%! 40%! 40%! !
Pipeline of Qualified Sales Opp's! ! 13 ! 3.0 ! 3.4 ! 3.1 ! 3.3 ! 13 !
Marketing! ! ! ! ! ! ! !
# Deals! ! 12 ! 2.6 ! 3.0 ! 3.3 ! 3.5 ! 12 !
Close Ratio! ! ! 33%! 33%! 40%! 40%! !
Pipeline of Qualified Sales Opp's! ! 34 ! 7.9 ! 9.1 ! 8.3 ! 8.8 ! 34 !
Sales Dev Reps (SDRs)! ! !
# Deals! ! 26 ! 5.5 ! 6.4 ! 7.0 ! 7.4 ! 26 !
Pipeline of Qualified Sales Opp's! ! 72 ! 17 ! 19 ! 18 ! 19 ! 72 !
Meetings to QSO Ratio! ! ! 33%! 33%! 40%! 40%! !
# of Meetings That Need to be Set! ! 200 ! 51 ! 59 ! 44 ! 46 ! 200 !
Conversations to Meetings Ratio! ! ! 33%! 33%! 40%! 40%! !
# of Conversations! ! 557 ! 154 ! 177 ! 110 ! 116 ! 557 !
Sales Pipeline Planning Model!

6. DOWNLOAD YOUR FREE COPY NOW!
!
!CLICK HERE
Go to Market Strategy !
Sales Pipeline Planning Model!