Maximise Your Business Performance Successly

Subscription-based revenue models, such as Software as a Service (SaaS), generally uses a 3YP to set revenue and ARR targets by channel vs the business allocated budgets for the next 3 years.

We will work with you bottom-up to determine your ARR and Revenue objectives and model the exact targets and requirement numbers to achieve those objectives:

1. The number of new logos and deals needed to be won each period
2. Deals forecasts 
3. Pipeline required based on each deal size and their sales cycle
4. Assign periodic targets for each team incl. Sales, Partners management, marketing...etc

An effective 3YP Plan is mandatory for your business to hit your annual numbers, maximise ARR and achieve revenue growth. 

Sales Capacity Plan is the modelling process that helps leaders to predict what their sales team can achieve, in order to optimise resource allocation and identify any gaps between projected 

attainment and the organisation's sales goals. It is a crucial part of Sales Performance Management. 

Sales leaders need to strike a fine balance to hit the organisation's financial targets, while making sure the individuals in the sales team are working at the top of their efficiency.

Understanding the team structure‍

Sales team size

Ramped percentage

Comparing projections and targets

Sales targets

Average sale

Average deal size

Close ratio

Putting plans into action

We will help you getting the quotas right for your sales team based on the designed sales capacity plan. If you do not have one yet, it is time get one in place. Alternatively, like we've done with most of our clients, we can simply achieve the right and fair quotas for each member of your team using the following metrics:

1. Number of Marketing Qualified Leads (MQLs)
2. Conversion rate from MQLs to Sales Qualified Leads (SQLs)
3. Conversion rate from SQLs to wins
4. Average ACV for each of your new wins
5. Average sales cycle time
6. Average net revenue expansion at the end of 12 months of sales

It is vital to be thoughtful about how revenue goals are planned and how you translate them into quotas for sales at the start of the year.

The sales process and the people involved in it are crucial to your businesses success. So, how do you align your primary business objectives with that process? How do you build a sales incentive plan that keeps all stakeholders happy and what sort of sales compensation and incentives should you offer?

We will help you design the perfect, simple and fair Comp. Pan for your team considering the following areas and more:

1. New sales / New Logos
2. Gross margin
3. Choosing between rewards and penalties
4. Upsells and cross-sells
5. Renewals
6. Median commission rates
7. Bonuses
8. Non-cash incentives
9. MBOs and Comp. Plan T&Cs.

Sales productivity or sales quota attainment tracks how many sales representatives achieve or exceed their assigned sales targets. This metric helps identify top performers and provides insight into the effectiveness of specific sales reps. Improved sales productivity often results in higher sales quota attainment as reps become more efficient at converting leads and closing deals.

We will help you design, model, implement, track and improve your sales team's productivity and drive more revenue.

Sales productivity and quota attainment can also be used as a metric monitored over time to track how different enablement tactics, sales training methods, and coaching habits influence the success of your sales team.

Sales forecasting is the process of estimating future sales revenue based on historical data, market analysis, and other relevant factors. Accurate forecasting enables businesses to adapt to changing market conditions, identify growth opportunities, and optimise their operations.

We will help you maximise your sales forecast accuracy by designing an effective opportunity stage sales forecasting models, mainly focused on existing pipelines and open opportunities to predict upcoming demand. These models look at factors like customer sentiment, product popularity, current buying trends, and more to provide a better understanding of when customers wil be purchasing.

Account Planning for Strategic Accounts or Strategic Account Management is building value-driven relationships with your key customers that can help in long-term development and retention, thereby maximising the revenue potential.

enables sales professionals to understand their customers better – know their needs, goals, and challenges We will help you design and execute an effective Strategic Account plan for your sales, customer success and account management team enabling them to create customised solutions and address specific customer requirements. We also understand how the right Account plan pushes businesses to take proactive measures to address potential customer issues, which is vital in keeping your clients health check in tact.. 

Organisations increasingly rely on data to make business decisions and informed strategy and objectives. Sales data is important for the leadership and sales professionals to analyse their performance or the performance of team members and make key decisions. A sales dashboard can help you understand various sales metrics and use them to support your teams 

We are experts in designing and implement effective sales reports and dashboards to help you to identify opportunities for growth. You'll have access to clear insights into who your most loyal customers are, what your challenges are and what changes might be necessary. This can help you to make appropriate decisions, increase sales and forecast your future revenue.