Concept: Recommended Dashboards for Capacity and Quota Planning

A Targets dashboard can display top-down targets. You can add charts for:

Sales productivity versus bookings.
Sales headcount needs.
Plan versus target bookings.
Segment split targets versus productivity.

You can also add sheets that let you:

Adjust targets by dollar amount or percentage.
Alter seasonal productivity percentages by quarter.
Change target percentages by market segment or region.

The charts adjust as you enter and change data in the sheets.

A Capacity dashboard can display adjustments to high-level assumptions around productivity and average selling price (ASP). Charts here can display how your average selling price assumptions affect the capacity of the sales team for additional sales. You could introduce expected changes to productivity by market segment, region, or product without having to work through the details of a staffing plan.

A Staffing dashboard can display the needs of head count based on plan versus target bookings by quarter. You can:

Add charts showing whether your bottom-up sales representative productivity is matching the top-down targets in the Target dashboard.
Add sheets to let you manipulate hiring numbers by region and ramping schedules and see what staffing changes you need to match your sales targets.
Create new ramping schedules directly within the ramp schedules sheet.
Plan new hires or sales representative attrition.

A TAM dashboard can display market segments with the total addressable market in each one to highlight gaps in staffing needs. You can add:

Various charts for each segment to compare available TAM to allocated TAM.
Sheets that indicate planned future hires for each segment and the current sales representatives for those markets.
A crosstab chart summarizing the total addressable market in each segment by sales representative.

A Rep Quota dashboard can list all sales representatives, their individual sales quotas, and how those quotas combine to contribute to the goals of the sales team. With this dashboard you can analyze and set quotas with a high level of detail, including by sales representative and month. Add charts that indicate:

Month over month trends.
Quota by market segment.
Quota by sales role.

You can also add a sheet where you can alter individual quotas by sales representative.

A Quota dashboard highlights the target bookings of the sales team versus the deployed quota, and indicates quota coverage. This dashboard can display sales quotas at a coarser level of detail than the rep quota dashboard. You can add a sheet that lets you set productivity and quota by market segment.

An Actuals dashboard can display annual recurring revenue and customer count over time based on historical sales performance data. Charts can indicate bookings, customer count, and average selling price over the past several years by quarter and month. It can provide a quick way to see how your bookings tracked with revenue performance and average sales price (ASP).

The Summary dashboard can contain charts from each of the other dashboards. You can scan variances between your bottom-up sales staffing plan and your top-down targets. The charts for the summary could include:

Bookings plan.
Deployed quota.
Head count delta.
Plan versus target bookings.
Sales representatives by geography.
Summary of your total addressable market and allocation across your sales team.