For Direct Sales, the expected annual production is forecast using a Sales Capacity Plan. The output is a function of (1) the number of quota-carrying sales representatives, i.e., Account Executives (AE); (2) their Quota expressed in Annual Contract Value (ACV) for both subscription and non-recurring revenue such as professional services; and (3) their Productivity, expressed as a percentage of total expected annual production.
For Direct Sales, the expected annual production is forecast using a Sales Capacity Plan. The output is a function of (1) the number of quota-carrying sales representatives, i.e., Account Executives (AE); (2) their Quota expressed in Annual Contract Value (ACV) for both subscription and non-recurring revenue such as professional services; and (3) their Productivity, expressed as a percentage of total expected annual production.
