Next level: Optimize GTM capital allocation via end-to-end revenue planning
Company Strategy
GTM Strategy
GTM Structure
GTM Execution
Org design
Capacity planning
Sales compensation
Buyer journeys
Coverage model
Quota allocation
Strategic objectives
Buyer segments
Structure sales incentives and compensation mechanics
8
Quantify sales capacity/FTE requirements
Determine productivity expectations
6
7
Define sales roles and sales effort/contribution 5
Measure sales stages, conversion rates, and sales cycle length
4
Design sales responsibilities and cross-functional engagement frameworks
3
Model growth sources and sales units (i.e. new logos, workloads, deals, contract values)
2
Align on revenue growth and sales efficiency goals 1
11
© 2025 Modern Revenue LLC
Powered by FlippingBook