Description

Get clear on your costs. As you do fiscal year planning for the upcoming year, it’s vital that you get real with what to expect for cost modeling. But, what goes into that? What should you be evaluating and considering? The cost models you’ll want to be building are waterfall and salary run rate models to get a good sense to understand how the costs will outlay throughout the year so you can track and monitor that throughout the upcoming year. I dive into how to approach cost modeling in this month’s episode. 

Questions to consider:

• Are we winning? Is what we’re doing working? 
• How did we do last year in expenses (salaries, non-personnel costs, pension costs, additional benefits, compensation plans)?
• What are your ramp times in your sales cycle? 
• What do your renewals and retention strategy look? 

And more!

Listen to hear more about sales compensation planning as it relates to fiscal year planning!