1. 2018 SALES PLANNING TEMPLATE
Goals
Quota Attainment
Sales Enablement
2018 SALES PLANNING TEMPLATE
Demand Generation
AE Hire & Ramp
Velocity
Pipeline
Deal Size
OpsPanda| 2018 Sales Planning Template

2. Segment AEs by % who hit quota
23% of reps exceeded hit > 150% of quota
In our model we will divide AEs into 3 groups
200%
41% of reps hit or slightly exceeded quota
36% of reps missed quota
% of quota achieved
100%
Reps
OpsPanda| 2018 Sales Planning Template

3. Avg. pipeline stage conversion & velocity
Our target is to keep pipeline velocity steady at 72 days
40%
50%
66%
83%
90%
10%
25%
50%
75%
90%
100%
9 days
11 days
17 days
22 days
13 days = days
OpsPanda| 2018 Sales Planning Template

4. Average deal size We believe we can increase deal size 10% in 2018.
$30M
$20M
$10M Q3 Q2 Q1 Q2 Q3
2018e
OpsPanda| 2018 Sales Planning Template

5. Sales Enablement
These 6 items will help our sales team achieve their goals. 1
New Pitch Deck 2
Product
Sheet 3
ROI
Calculator 4
3 Case
Studies 5
Deploy Yesware 6
Deploy
Clearbit
OpsPanda| 2018 Sales Planning Template

6. 2018 Sales Goals $8M PLAN $6M $4M $2M ACTUAL Q2 Q3 Q4 Q1 Q2 Q3 Q4
OpsPanda| 2018 Sales Planning Template

7. Weighted and Gross Pipeline
We expect to begin 2018 with the sales pipeline below
STAGE 1: QUALIFICATION
10%
$120k
STAGE 2: DISCOVERY
25%
$1,322k
STAGE 3: VALIDATION
50%
Weighted Pipeline $8.8M
$3,580k
STAGE 4: PROPOSAL
75%
$3,060k
WON
$750k
Gross Pipeline $18.4M
OpsPanda| 2018 Sales Planning Template

8. How long does it take to hire an AE?
We believe we can compress onboarding by 6 days in 2018.
101 days
Applicant
Search
Offer
14 days 10 14 7
56 days
Headcount
Planning
Interview
On-board
OpsPanda| 2018 Sales Planning Template

9. Demand Generation
Marketing has committed to generate this many SQLs per quarter
2018 GOAL 60 50
2017 ACTUAL 40 30 25 22 20 Q2 Q3 Q4 Q1 Q2 Q3 Q4
OpsPanda| 2018 Sales Planning Template