Creating an Opstarts sales plan

Opstarts Sales Planning lets you easily build sales plans and evaluate scenarios for sales-driven SaaS businesses, completely integrated with your Opstarts operational plans. It is available as an add-on module to Opstarts Pro subscriptions.

Open the Opstarts plan you'd like to build a sales plan for and select Sales to switch to the Sales Planning module. You can also build a standalone Sales Plan by creating a new, empty Opstarts plan and selecting Sales.

Use the date picker to select the date range you want to view your sales plan results.

 

Building a bottoms-up sales plan in 3 easy steps

 

Step 1: Create salesperson role

Your sales organization can have two types of roles, quota-carrying salespeople and non-quota sales support roles.

The first step in building your sales plan is creating at least one salesperson role (from the right sidebar). You can create multiple salesperson roles (AE, Inside Sales, etc) with different quotas, products they sell, etc. 

Enter the annual quota for this rep (based on ACV, or first-year contract value).

Use the Assign Employee button to either assign an employee you've already created in your Opstarts plan to this role, or to add a new employee of this type.

 

Step 2: Define products sold by this role

The next step is to pick what products this salesperson sells using the Quota Allocation tab in the Role editor. You can pick any combination of subscription products you've created in your operational plan. If you pick multiple products, you can check the box to allocate quota evenly across the products or enter a specific allocation like 80% percent of quota from Product 1 and 20% from Product 2.

Opstarts automatically calculates the minimum number of subscriptions the rep will need to sell to hit their quota. 

 

 

Step 3: Add salesperson details

The final step is to add details for this sales role in the Detail tab:

  • default salary for employees in this role
  • default commission rate on products they sell (commission calculated based on first year contract value - you can customize commission rates per product later)
  • productivity ramp schedule (what % of quota they attain in each month starting from hire date)

And that's all it takes to build a basic bottoms-up sales plan in Opstarts! (see below for more advanced sales planning options)

At the bottom of the the main role editor tab, you'll see a table showing costs and sales from this role - taking into account your hiring schedule and ramp-up time.

and you can review overall impact of all your sales roles on the Sales Overview screen.

 

Building an advanced sales plan with 3 additional steps

Step 4: Define a sales pipeline

You can create a sales pipeline for each of your products. The default pipeline for each product will have one stage with 100% conversion of leads to sales. Enter in different conversion percentages, and Opstarts will automatically calculate the number of leads required for your salespeople. You can create one, two, or three pipeline stages to model leads progressing from new through sales.

For each stage, set a % of leads that move through the pipeline to the next stage. For sales cycles that take longer than a month, enter the number of months it takes in each stage before leads process to the next stage. Opstarts will calculate the overall conversion to sale percentage and show how many leads move through each stage of the pipeline based on these percentages.

Opstarts automatically adds your salespeople to the final stage and shows how many leads they handle to hit their quota.

 

Step 5: Define lead generation sources and budgets

The leads editor is where you can view your lead generation requirements for your sales team and build lead generation budgets. By default, Opstarts calculates the amount of leads necessary to hit your sales quotas and assumes your marketing activities will generate that number of leads.

If you have lead generation expenses in your Opstarts model, you can link those expenses and lead generation numbers to your sales pipeline. Just uncheck "auto generate leads" and then select the lead generation expenses.

Next, enter a cost per lead for that lead generation expense. For most expenses you'll want to define a cost per lead so the leads increase as budgets increase. Only use "# of leads" for lead generation expenses where the number of leads remains static regardless of expense amount (for example, a tradeshow where you expect a certain number of leads regardless of how much you spend on the show).

 

Opstarts will show you how the number of leads you are generating from these expenses matches up against the number of leads required for your sales goals. If you don't have enough leads to support your sales team, your sales output will be reduced accordingly.

 

Step 6: Add sales support resources

In addition to salespeople, you can also define sales support roles in your organization, like Sales Development Reps, Sales Engineers, and Sales Management. Just select "Non-quota sales resource" in the Role editor to create these support roles.

Add these sales support resources to the pipeline editor in the stage of the funnel they are required, and define how many leads they can process. For example, you might require SDRs to process leads in your first stage, and SEs to give demos in your second stage. Opstarts will then adjust your sales output based on support resource constraints.

 

You now have a detailed sales plan you can customize to model a wide range of scenarios for your sales organization.

 Now that you've created your sales plan, you can review the overall results in the Sales Planning screens, which will calculate sales projections for you taking into account all of your sales hiring, leadgen, and resource requirements. It will also analyze your plan to show you where your bottlenecks are due to resource constraints and where you have underutilized resources. You can then use the sales planning editors above to optimize your plan to hit your goals as efficiently as possible.

 

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