Only available with Adaptive Insights for Sales
Capacity and quota planning is the process of optimizing sales team staffing and work distribution to meet sales productivity goals.
Capacity and Quota Planning typically includes planning for things like:
- Seasonality: The up and down cycle that sales performance goes through during a year.
- Ramp up: The process of bringing a new sales person up to full performance as they adjust to their new sales environment.
- Quota attainment: The degree to which planned sales goals are achieved.
- Productivity: The amount to which an assigned sales quota is missed or surpassed.
Capacity and quota planning is accomplished in a Discovery perspective, or collection of dashboards, that let you view your plan and make adjustments to test scenarios for hiring and staffing.
As an example, the capacity and quota planning Targets dashboard above contains:
1 A chart comparing productivity versus bookings targets
2 A chart indicating how far behind the sales headcount is based on the planned targets
3 A chart indicating quarterly target bookings and projected sales productivity
4 Sheets for editing booking targets, setting seasonal performance percentages, segment split performance, and regional split performance
You can use the perspective context to filter or slice all of the data in a perspective to the level of detail you need. The filter for the example above is set to:
- Level: WW (world wide)
- Currency: $USD
- MarketSegment: ALL
If the level were changed from WW to East, then all of the sheets and charts in this dashboard would immediately update to only show data for the East region.
The aim of capacity and quota planning is ensuring that there are enough sales resources available to meet planned sales goals. Charts specific to sales planning help you test adjustments to achieve your staffing goals:
You can also use any of the other Discovery charts that aren't specific to sales planning.
How it Works
As part of the planning process in Adaptive Suite cube, modeled, and standard sheets are constructed to model your business. Once the model of your business is built, incoming data from your customer relationship management (CRM) software, like sales leads, opportunities, and customers gets imported into the sheets that form your model for capacity and quota planning. Within Discovery, the relevant sheets for your sales data and sales processes feed the charts that best represent your plan.
During the course of your sales planning cycle, you can adjust your sheets and charts within Discovery to immediately get feedback on how capacity and quota plan changes affect your sales plan. Your changes can include:
- Altering sales targets
- Adjusting sales head count
- Adjusting sales capacity
- Analyzing plan versus target bookings
- Editing quotas for individual sales representatives, for sales roles, or for market segments
As you make changes in your sheets and save them by clicking Save . Changes to your sheets dynamically feed back into charts, sheets and assumptions that model the rest of your sales operations.
Read Capacity and Quota Planning Perspective Walk Through for more on what it typically includes.