Headcount Planning: Building a Model

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1. For top-down, you'll need to calculate the historical number of meetings a full-cycle seller required to support their quota. Then you'll need to determine the meeting production per month per SDR to support the full-cycle sellers required to meet the company goal, factoring in ramp time for the SDR. “Ideally, you start with current leads generated by marketing, factor in how many leads are needed to generate a meeting and build up from there.” ‍

   In SDR quota setting

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