The Revenue Leadership Podcast with Kyle Norton E53: Sales Capacity Planning That Doesn't Suck (Jenny Dingus, SVP Global Sales @ Clio)
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Nov 12, 2025 Jenny Dingus, SVP of Global Sales at Clio, shares her insights on effective sales capacity planning and the pitfalls of the traditional 'people × quota' model. She discusses how Clio adapted its planning post-acquisition, focusing on real market conditions and effective resource allocation. Jenny also emphasizes the importance of aligning teams, utilizing AI for training, and the role of humility and curiosity in leadership. Her practical advice on integrating new products and managing change brings a fresh perspective to revenue planning.
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People×Quota Is A Flawed Planning Model
- People×quota planning is a simplistic model that ignores pipeline, market opportunity, and product readiness.
- Jenny argues headcount should be a byproduct of integrated strategic planning, not the primary lever.
Plan Short Horizons For Big Uncertainty
- Plan conservatively for new products and avoid overhiring before you validate demand.
- Jenny's team planned only Q1 to collect data before committing to the full fiscal year plan.
Monetization Anchors Quota Realism
- Monetization determines feasible quotas because ASP/ARPA drives seller capacity needs.
- You cannot responsibly back into quotas without first defining pricing and monetization strategy.
