A Sales Capacity Framework to capture Market Opportunity

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My new Sales Ops Masterclass is launching this January in partnership with RevOps Co-Op. I’d like to provide a little preview of what we’ll cover. Lecture 1 focuses one of the seven pillars of Sales Operations. Here’s what I believe are the 7 pillars:

• Planning

• Operating Rhythms

• Territory Management

• Sales Processes

• Sales Systems

• Quotas & Compensation

• Forecasting

Slide 3 of 29 in Lecture 1 of Sales Ops Masterclass

Today I’d like to talk about capturing market opportunity. By now, you’ve constructed your TAM/SAM/SOM for each of the different offers you have available. If you have four products, then you have 4 TAM/SAM/SOM to build out. You have a sense for the size of the opportunity. Not only that, but you have a sense of the intermediate term.

• What’s attainable this year?

• For the next three to five years?

We’re moving right into the realm of business strategy. You’re looking ahead. Kudos.

So, now we have to build out the internal sales engine. Here’s the Capacity Model Framework.

Slide 26 of 29 in Lecture 1 of Sales Ops Masterclass

This article will focus on the left hand side of the framework starting with the concept of velocity and ending with enablement. Next week I’d like to talk about the right hand side, Market Opportunity.

Let’s start with some definitions:

BEFORE READING BELOW! 

Whenever you're ready, there are 2 ways I can help you:

1/ If you’re looking to further develop your Revenue Operations knowledge sign up for my courses in partnership with the RevOps Co-Op. 

→ Unleashing ROI course. A ten-week virtual, live instruction RevOps course designed to level up your RevOps Impact (R.O.I.). Lessons from my career scaling from $10M to $100M+. Join 50+ alumni. https://www.revopscoop.com/learn/unleashing-roi-course

→ Sales Ops Masterclass. A six-week virtual, live instruction SalesOps course designed to take your sales operations skills to the next level. https://www.revopscoop.com/learn/salesops-masterclass

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