#36: Set Accurate Revenue Goals

In this episode, Megan Long breaks down the process of setting accurate revenue goals for your business. If you’re tired of arbitrary revenue targets, this episode will teach you how to evaluate your sales funnel, crunch the numbers, and build a clear path to success. Whether you're a COO or second-in-command, this episode gives you actionable steps to help your company achieve its financial targets—and even exceed them.

You'll hear all about:

• 00:28 – The common pitfall: arbitrary revenue targets set by CEOs without sufficient planning.
• 01:20 – The importance of working backward to assess team capacity and realistic targets.
• 01:55 – Megan introduces the downloadable worksheet to guide listeners through the exercise.
• 02:12 – Start by analyzing your sales funnel and collecting five key data points.
• 03:36 – Calculating average deal size using historical sales data.
• 04:14 – Breaking down an example sales funnel with clear metrics and close rates.
• 05:45 – How to calculate your company’s revenue capacity based on your sales funnel.
• 06:17 – Adjusting team capacity or hiring needs to meet ambitious revenue goals.
• 07:26 – Evaluating individual salesperson capacity to handle increased quotas.
• 08:12 – Using sales funnel math to communicate actionable plans to your CEO.
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Links mentioned in the episode:

• Second First Membership
• Second First One-on-One Coaching
• Second First on Instagram
• Second First on LinkedIn
• Megan Long on LinkedIn