To add a Role to your Hiring Plan, you start by clicking the "New" button at the top of the Assumptions column, as shown in Figure 1.
Figure 1: The Assumptions column
This launches the "Add Sales Role" wizard, as shown in Figure 2.
Step 1: Create the Role
The first step is to pick one of the supported role types, choose the type of quota for that role (if any), and hit "Next" to continue.
Figure 2: The "Add Sales Role" Wizard
BurnRate currently supports two roles:
- Account Executives are typically in charge of closing deals, and has an associated Revenue quota. If you're just getting started, add this Role first.
- Sales Development Reps are typically in charge of lead generation and qualification, and has an associated Non-Revenue quota.
- Revenue quotas are the main driving force of the business. They are used by the algorithm to help determine how to hire based on the growth targets, combined with quota ramp-up timeframes.
- Non-revenue quotas refer to some other activity that needs to be tracked. For Sales Development Reps, that typically refers to the number of new leads that need to be added to the system over a given period.
Step 2: Define Role Dependencies
Here, you're going to define how this Role is related to other Roles in the system. If hiring for this role is not dependent on a specific headcount for another role, then select "Independent", as shown in Figure 3. Then click next to continue.
Figure 3: Independent Roles
If you're adding an SDR, then you'll likely make that Role dependent on your Account Executives. Selecting that Role from the dropdown will then uncover additional questions, as shown in Figure 4.
Figure 4: Dependent Roles
The new questions define the thresholds the linked Role will need to cross in order to trigger hires for this Role. You WILL be able to change this later, so don't worry if you don't get it right the first time.
- The first question sets the first bar that needs to be cleared in order to make the first hire. You may decide that you don't want to hire your first SDR until you have 5 AEs (not recommended), you can set that here.
- The second question covers the high water mark that will trigger subsequent hires for this Role. If you're setting up sales pods, this number will be relatively low. If it's for a management Role (which we'll cover in just a minute), that threshold will likely be higher.
Step 3: Define Role Manager Dependencies
In this step, we'll configure the Role's Manager, and specify the thresholds that trigger new Manager hires. It works the same way as the previous step; the only difference is that this one is not optional.
Figure 5: Picking a Management Role
- You can choose to pick the option from the list that matches the Role, for example, an SDR Manager Role for the SDR Role, as shown in Figure 6.
- You may also choose a different Manager Role... however it is not advised, and may not match the behavior you expect.
Figure 6: Setting Management Thresholds
As in the previous step, here you will select the threshold for the first hire, and then the Manager's maximum capacity before another Manager needs to be hired.
Step 4: Confirm Your Changes
Figure 7: Let's Do It!
The last step of the process summarizes in clear language the changes that will be made to your Scenario. Once you are ready, click "LET'S DO IT!" to save your changes. The model should then refresh automatically for you. If you find that it hasn't, you can click the "Reset" button in the Assumptions column to refresh the projections manually.