The Revenue Formula

Making a big decision requires you to not just make one decision, but many.

In this episode, we cover a simple approach to structure your decision making making sure you won't get stopped dead in your tracks a few months later when someone goes "I don't remember us agreeing to do that?".

The capacity and the sales quota is only half the equation, there’s an entire part always being left out - and it’ll lead to you not being able to hit target.

So what is the other half? That’s what we get into in this episode.

Is your plan unachievable? If you don't know, here are the things to watch out for + how to fix it.

The budget always has one important line: Revenue. But behind that line you'll find very little detail.

If the plan is being made for 2023, we cover a simple analysis you should run to ensure the business can actually reach the targets desired.

There are four plans a business needs; Budget, people and product. But almost everyone forgets number 4: The revenue plan.

We’re fixing that in this episode but diving into what problems it’s causing for you, how to think about your engine and creating a revenue plan.

We've talked about having a model to manage and execute revenue at b2b SaaS companies. But we've not really outlined how you build one.

We're fixing that in this episode as we get into how Toni build the first operating model for revenue, what dimensions were considered and how it was used. Hopefully it'll serve as inspiration for you to build your own model to manage revenue.

Data quality. Clean data. Measure everything.

There's a lot of data available, and because it's very black and white, we tend to get stuck on the quality and cleanliness of the data. Can we even trust it?

We discuss why you don't need to chase perfect data to grow revenue - and at the same time when you really need to make sure you have solid data.

There's a difference between fastfood chains and Michelin star restaurants. One has repeatability allowing them to scale, the other doesn't.

Understanding the limitations of repeatability helps you pick the right initiatives as you seek to scale revenue at a b2b saas company. We discuss the common misconceptions around repeatability, and how you can make things repeatable allowing you to scale.

If you’re ever gonna miss a quarter, you should do it the right way.

It’s not a question of if, it’s a question of when. We discuss why companies usually miss, and what can be done to avoid a hard miss.

And if you have a hard miss… What you should consider next.

Retaining your sales reps is the same as retaining your "quota on the street". If you can't retain sales reps, there's a good chance you'll struggle to scale.

In this episode we cover one of the foundational reasons why sales reps quit - and no, it doesn't come up in employee feedback surveys. We'll also cover what you can do to identify if you have the problem & fix it.