The Revenue Formula In Excel, Everyone Hits Quota (w/ Scott Domareck)
Nov 11, 2025
Scott Domareck, a four-time VP of Sales with a track record of scaling companies, shares invaluable insights on revenue planning. He emphasizes that most sales misses stem from flawed planning rather than execution and highlights the dangers of massaging Excel spreadsheets to appease investors. Scott discusses the importance of transparency, realistic ramp times, and aligning hiring with capacity needs. He also stresses the necessity of involving go-to-market leaders early in the planning process to mitigate risks and ensure successful execution.
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The Two-Hour Interview That Predicted Planning
- Scott recounts an intense multi-hour interview and a long drive where Tony grilled him on the revenue plan.
- That moment foreshadowed their later planning work together at Falcon.
Revenue Plan Read From The Passenger Seat
- Toni remembers reading the revenue plan aloud from an Excel spreadsheet on a hungover drive after a retreat.
- That image illustrates how planning often lives in spreadsheets disconnected from execution context.
Top-Down Planning Masks Risks
- Most companies build top-down plans that are massaged in Excel to hit a board number.
- That process hides assumptions and reduces transparency for operational teams.