Bailey: Multiplying Rep Headcount by Quota Fails as a Capacity Plan
Melissa Murray Bailey · Driving Peak Performance through Reimagined Management with Hootsuite CRO Melissa Murray Bailey · Jan 25, 2022 · at 19:19
This episode carries Melissa Murray Bailey's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Hootsuite CRO Melissa Murray Bailey critiques simplistic sales capacity planning models that fail to account for attrition and backfill delays.
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“I've seen some organizations falter because they take their attrition number, and they take the number of, sorry, they take the number of reps they have, and they multiply it by their quota. Great. We have 10 reps and a million dollar quota, so our plan for the year should be ten million dollars. The end of the year, you're gonna be like, wah, wah. That is not going to work because people don't stay, and then it takes a long time to fill them.”
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