RevOps Impact Newsletter

RevOps Impact Newsletter

Share this post

RevOps Impact Newsletter
RevOps Impact Newsletter
Right sizing your sales capacity plan

Right sizing your sales capacity plan

Jeff Ignacio's avatar
Jeff Ignacio
Nov 21, 2022
∙ Paid
2

Share this post

RevOps Impact Newsletter
RevOps Impact Newsletter
Right sizing your sales capacity plan
1
Share

Recently there have been a wave of layoffs. Organizations tend to hire into the growth curve, meaning that they’ll invest in upfront headcount in the hope of producing accelerated revenue. When this doesn’t happen, the expense slope steepens faster upward towards the revenue growth line. The shrinking gap, known as profitability, narrows more quickly. Organizations focused on valuations based on EBITDA or earnings are then forced to rightsize the gap. The only way to close this gap is to cut costs where possible. Often, this means layoffs.

So as we round the corner into annual planning it behooves revenue operations leaders to partner with finance to determine what is possible.

Today I’d like to talk about the following:

  • Spans and controls

  • Organizational layers

  • Organizational sales cost (theoretical and projected)

  • Quota attainment projections

BUSINESS PLANNING" - Dr Evil Austin Powers | Make a Meme

First, let’s examine span and control. Assume you’re going after $45M in bookings. You might design it like this on a top down basis:

Keep reading with a 7-day free trial

Subscribe to RevOps Impact Newsletter to keep reading this post and get 7 days of free access to the full post archives.

Already a paid subscriber? Sign in
© 2025 Jeff Ignacio
Privacy ∙ Terms ∙ Collection notice
Start writingGet the app
Substack is the home for great culture

Share