Sales Capacity Planning: How CFOs Test Revenue Targets Before Hiring
How CFOs use sales capacity planning to test revenue targets, model hiring and ramp time, and avoid costly sales headcount decisions.
Tag Archive for: Revenue Forecasting
Your Biggest Customer Is 30% of Revenue. How Much Risk Is That, Really?
Is one customer too much of your revenue? Learn to calculate customer concentration risk and stress-test its impact on profit and cash flow.
Financial Forecasting Methods: How to Choose the Right One
I have never understood why companies spend enormous amounts of time building sophisticated forecasts and then use essentially the same forecasting method for everything in them. Revenue? Historical growth plus an adjustment. Travel? Historical growth plus an adjustment. Software? Historical growth plus an adjustment. Headcount? Last year plus the people we think we’re hiring. Coffee? […]
How to Build a Revenue Forecast That Doesn’t Start With Last Year + 10%
I have a complicated relationship with revenue growth percentages. Not because they’re useless. Because they have a tendency to arrive before the explanation. “Revenue grows 10% next year.” Okay. Why? “Well, we grew about 10% this year.” That is certainly information. It is not yet a revenue forecast. One of the easiest ways to build […]
Sarah Schlott
FP&A consulting, forecasting, accounting support and finance strategy for CFOs and growing finance teams.