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sales capacity planning

Sales Capacity Planning

What is Sales Capacity Planning?

Sales capacity planning is the process of identifying and forecasting the number and type of sales representatives needed to achieve a given revenue goal. Sales capacity planning is also known as sales force planning or sales capacity forecasting.

The main idea behind sales capacity planning is to use historical data to predict and plan for how you’ll generate the number of deals and the amount of revenue needed to hit your targets as a sales organization. Sales capacity planning is a crucial part of most companies’ annual sales planning process.