Today’s market is no longer about growth at all costs. Boards and investors expect efficiency, agility and sustainable growth. Coupled with the hangover from over-hiring and over-spending, sales teams are experiencing longer sales cycles and smaller ACVs. So how is all this change affecting annual planning? How well can you judge the accuracy of your assumptions? How easily can you identify risk in your revenue plan?
Enjoy a discussion with Sally Duby, Chief Sales Officer and Partner at The Bridge Group, and Jeff Serlin, Chief Revenue Operations Officer at Revcast, as they dive into the key considerations and factors related to modern annual revenue planning.
Impact of attrition – Get a deep understanding of how to anticipate and calculate rep attrition and what it costs you.
Optimizing ramps – Uncover the real purpose behind setting ramps and the importance of tracking actual ramp time.
Effectively setting quota – Learn proven quota-setting techniques, benchmarking, the relationship between OTE and quota.
How to drive accountability – Get ideas on how to understand when and why there isn’t buy-in and how to bring in reinforcements.
Driving real results in this climate – Discover effective strategies for managing the plan to drive revenue performance.
