Trends in Planning: How to Drive Revenue Performance in 2024

Today’s market is no longer about growth at all costs. Boards and investors expect efficiency, agility and sustainable growth. Coupled with the hangover from over-hiring and over-spending, sales teams are experiencing longer sales cycles and smaller ACVs. So how is all this change affecting annual planning? What impact are these trends having on revenue planning and forecasting at your organization? If today is all about efficient growth, how well can you judge the accuracy of your assumptions? How easily can you identify risk in your revenue plan?

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Join us for a discussion with Sally Duby, Chief Sales Officer and Partner at The Bridge Group, and Jeff Serlin, Chief Revenue Operations Officer at Revcast, as we dive into the key considerations and factors related to annual revenue planning in this economy and the impacts they could have on the quality of the plan and the performance for your year ahead.  

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Key Takeaways:

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Impact of attrition – Get a deep understanding of how to plan for rep attrition, calculating first year attrition, the true cost to your organization, and ways to mitigate it.

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Optimizing ramps – Uncover the real purpose behind setting ramps and whether they’re for quota relief or the time it takes for a rep to be “productive.”  

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Effectively setting quota – Learn proven quota setting techniques, benchmarking strategies, details behind the relationship between OTE and quota, and the differences between quota setting and productivity.

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How to drive accountability – Master how to get buy-in across sales leadership and management to drive accountability. We’ll cover how to understand why there isn’t buy-in and when and how to bring in reinforcements when necessary.

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Driving real results in this climate – Discover effective strategies for managing the plan to drive revenue performance for 2024.

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