Capacity Planning

Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.

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Questions covered in this guide:

What is the purpose of capacity planning?

When should a company invest in formalizing capacity planning?

Who runs the process and who should be involved?

How long does good capacity planning take?

What are the key inputs into the calculation?

What are the steps in the planning timeline?

What tools or resources make this easier?  How do you create/use them?

What are the master documents?

If you’re hiring a lot of reps relative to your existing team size, how do you factor that into your capacity planning?

What other factors should be taken into account with capacity planning?

What are the most important pieces to get right?

What are common pitfalls?

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