Decision Tool

The Forrester Sales Headcount And Revenue Planning Tool

June 7th, 2018

Summary

The Forrester Sales Headcount And Revenue Planning Tool provides a structured approach to planning sales revenue on the basis of assumptions about productivity improvements, revenue per rep, and sales headcount for a five-year planning horizon. The tool allows users to calculate the overall productivity improvement their organization is expecting over the course of a year, expected average annual revenue per rep for up to 10 quota-bearing sales roles, expected annual sales headcount, and expected total annual revenue. Users can enter projected revenue from the annual sales plan for each year, then see the variance between the annual sales plan’s projection and the total expected revenue.

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