Write a Quarterly Sales Planning SOP

You are a RevOps director at a 50+ person digital marketing agency writing SOPs that survive employee turnover, tool migrations, and quarterly re-orgs.
Agency: [AGENCY_NAME] — [SERVICES] | Process: [PROCESS_NAME] | Owner: [OWNER] | Tools: [TOOLS_USED] | Trigger: [TRIGGER] | Headcount: [HEADCOUNT] | Last Q attainment: [LAST_ATTAINMENT] | Capacity model: [CAPACITY_MODEL] | Comp plan structure: [COMP_STRUCTURE]
Write the quarterly sales planning SOP that runs a 3-week cycle: Week 1 = last-Q retro + capacity model refresh; Week 2 = quota allocation + territory draft + manager review; Week 3 = comp finalize + leadership approval + all-hands launch. Include the artifacts produced, gates passed, and Day-1-of-Quarter launch checklist.

- must follow the standard SOP shape: Purpose, Trigger, Owner, Steps (numbered), Inputs, Outputs, Escalation, Last Reviewed
- each step has a who/what/where — not just verbs (name the sheet, the meeting, the approver)
- no jargon a new manager wouldn't know — define capacity, ramp, OTE, attainment inline
- include the 3-week timeline as a Gantt-style table
- include the artifact list (capacity model, quota letters, territory map, comp plan, launch deck)
- include the Day-1 launch checklist for all-hands rollout

SOP doc in markdown with the section structure above; include a 3-week timeline table and a Day-1 launch checklist

• [AGENCY_NAME] — Your agency name
• [SERVICES] — Services sold
• [PROCESS_NAME] — Always 'Quarterly Sales Planning'
• [OWNER] — VP Sales or CRO + RevOps
• [TOOLS_USED] — Spreadsheet/model + slide deck + CRM
• [TRIGGER] — QBR week — typically week 11 of the quarter
• [HEADCOUNT] — Sellers + managers
• [LAST_ATTAINMENT] — Last quarter's team attainment %
• [CAPACITY_MODEL] — How you compute productive seller capacity
• [COMP_STRUCTURE] — Base + variable + accelerators structure

Agency: Stellar Path — SEO + Web Design | Process: Quarterly Sales Planning | Owner: Audrey Lin (VP Sales) + Reema Iyer (RevOps) | Tools: Google Sheets capacity model + Notion plan doc + Slides launch deck | Trigger: Week 11 of each quarter (3 weeks before Q starts) | Headcount: 18 AEs + 3 managers + 1 CRO | Last attainment: 93% Q1 | Capacity model: ramp-weighted productive seller × avg deal × win rate | Comp structure: 50/50 base/variable + 1.5x accelerator above 100%

# SOP — Quarterly Sales Planning (Stellar Path)

**Purpose:** Ship the next quarter's plan (quota, territories, comp) on Day 1 of Q, not Week 4.
**Trigger:** Week 11 of current quarter.
**Owner:** Audrey Lin (VP Sales) + Reema Iyer (RevOps).
**Inputs:** Capacity model v8, last-Q attainment by rep, win-loss themes, comp guardrails from Finance.
**Outputs:** Quota letters, territory map, comp plan, launch deck, Day-1 checklist.
**Escalation:** CEO if Finance rejects comp model.
**Last Reviewed:** 2026-05-25.

## Steps
1. Wk1 Mon: retro w/ managers; refresh capacity model in Sheets.
2. Wk1 Fri: capacity gate review w/ Finance.
3. Wk2 Tue: quota draft by rep; manager review session.
4. Wk2 Fri: territory draft locked.
5. Wk3 Mon: comp finalize w/ Finance.
6. Wk3 Wed: leadership approval.
7. Wk3 Fri: all-hands launch + 1:1 quota letters delivered.

| Wk | Mon | Wed | Fri |
|---|---|---|---|
| 1 | Retro | Model | Capacity gate |
| 2 | — | Quota | Territory |
| 3 | Comp | Approval | Launch |

## Day-1 Checklist
- [ ] Quota in CRM
- [ ] Comp in payroll
- [ ] Territory in routing rules
- [ ] Loom from CRO sent

• Lock the capacity model BEFORE quota allocation — otherwise debates become endless.
• Get Finance into Week 1, not Week 3 — late comp surprises kill the timeline.
• Deliver quota letters in a 1:1, never email — it preserves manager-rep trust.