176: Why Headcount≠Growth: The 3-Lever Sales Planning Formula Every CRO Needs (w/ Dougie Loan, SourceWhale)
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What if the secret to hitting your sales targets isn’t hiring more reps – but adjusting just three levers?
In this episode, we sit down with Dougie Loan, Chief Revenue Officer at SourceWhale, to break down the simple but powerful sales planning formula that’s reshaped how his team forecasts growth. Spoiler: It has nothing to do with throwing more headcount at the problem.
Dougie walks through how his team shifted from boardroom wishful thinking to a data-driven forecasting model built on three core metrics: Qualified Held Meetings, Close Rate, and Average Deal Value. You’ll hear how they use this model to build annual plans, set realistic targets, coach reps, align marketing and sales, and even decide where to invest R&D dollars.
Watch the full interview to learn how Dougie:
- Replaced headcount-based forecasting with a repeatable, lever-driven model
- Redefined what actually counts as a qualified opportunity
- Aligns marketing and sales teams around shared revenue metrics
- Profiles churned vs. retained customers to refine their ICP
- Uses CS adoption scoring to drive renewals and upsell strategy
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