Article · 12 min read

Sales Capacity Planning

Everstage Free Advanced

The headcount question answered as arithmetic: revenue target divided by revenue per rep and capacity utilisation, with ramp time and attrition built in. Use it before you sign off next quarter's hiring plan.

  • Reps spend only about 30 percent of the week actually selling, the rest goes to admin and quoting.
  • Capacity formula: revenue target divided by (revenue per rep times utilization), so 5M at 400K and 0.6 needs about 21 reps.
  • Mid-market B2B SaaS reps carry 200K to 500K a year; enterprise reps 500K to 750K.
  • Assume 60 percent capacity utilization and revisit the plan at least quarterly.
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It answers 6 questions

  1. What is a fair quota for my first rep when we have no history to go on?
  2. What should a new rep's first 90 days actually look like?
  3. How do I split territories and segments without starting a civil war?
  4. How many reps should I hire next quarter, and in what order?
  5. How much should the whole GTM org cost, and how do I know when we are overspending?
  6. How do the best companies handle territory and segment design once there are dozens of reps?

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