Resource
SpreadsheetSales Growth
Model
Use this spreadsheet to map revenue targets to team size, ramp assumptions, activity levels, and cost of sales over a 12-month period.
Preview the spreadsheet
LockedSales Growth Model
A planning model for pressure-testing sales team growth, ramp timing, inbound baselines, and the revenue output each hiring plan can support.
Core Assumptions
Set revenue goal, close rate, ACV, show rate, qualified rate, and rep compensation in one place.
Expected Progress
Model monthly activities, activity-to-demo conversion, and output across the first six months.
Team Scaling
Test what happens when you add SDRs or AEs and see how headcount changes affect growth.
Inbound vs. Outbound
Separate baseline inbound meetings from the additional meetings your outbound motion needs to generate.
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What This Helps You Do
Model team growth before you hire into it
Hiring Plan
See how many SDRs and AEs the revenue target actually requires instead of guessing at team size.
Ramp Timing
Account for onboarding drag by lowering activities and conversion rates before reps reach normal output.
Cost of Sales
Compare rep pay against the revenue they generate so compensation and deal assumptions stay grounded.
FAQ
Before you open the resource
What is the Sales Growth Model spreadsheet used for?
It is used to estimate what a sales team can produce against a revenue target based on headcount, activity levels, conversion assumptions, compensation, and ramp timing. That makes growth planning more concrete before new hires are added.
Why should ramp time be modeled explicitly?
Because new SDRs and AEs rarely perform at full output in month one. Lowering activity and conversion assumptions early on gives a more realistic forecast for meetings, revenue contribution, and hiring timing.
How does the model handle inbound versus outbound leads?
It lets you set a baseline for meetings expected from inbound demand, then treat the remaining performance requirement as outbound-generated. That separation helps teams understand which part of the plan depends on prospecting execution.