Midway through your fiscal year, any business is faced with one of three revenue pacing scenarios:

1. You’re exceeding expectations
2. You’re exactly where you thought you’d be
3. You’re not meeting original revenue targets 

On this episode, Mark breaks down different ways to set revenue goals (revenue per employee, calculating potential revenue, and using a net multiplier) and how to factor in weight based on deal stage and opportunity age into the equation. 

Then, we lay out an example that illustrates when it may be more beneficial to focus on developing your existing pipeline than creating new opportunities. 

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