Starting point: Unsilo sales capacity, quota, and compensation planning
● Lay a unified data foundation for connecting the three most critical cross-functional GTM planning initiatives
● Integrate finance rigor with a real-world understanding of what it takes to motivate a GTM people organization
Data & strategy diagnostic
Model revenue & capacity
Configure quotas
Structure compensation
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● Set common goals and priorities ● Structure and normalize data ● Define shared metrics ● Link KPIs to company strategy ● Analyze historical performance ● Interview stakeholders ● Align on findings and objectives
● Invest in the right strategies based on clean GTM data ● Allocate resources through a common operating lens ● Target performance upside by tracking common KPIs ● Align on risk/reward trade-offs around opex, pipeline and sales capacity
● Foster organizational buy-in through collaborative , data-driven quota planning ● Align performance targets top-down and bottom-up ● Forecast sales results and and revenue growth with increased confidence
● Drive performance with best-in-class incentive plans ● Infuse metric design with statistical insights on sales history, motivation, capacity, ramp, and tenure ● Incent the right behaviors and drive desired outcomes
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