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Foundations

What is the Foundations Section?​

The Foundations section covers the fundamental concepts you need to understand before diving into capacity planning, metrics, and playbooks.

Focus: "What are the basic building blocks?"​

What it covers: Core concepts, definitions, and frameworks that underpin sales capacity and performance management

Why Start Here?​

If you're new to sales capacity planning, start with these foundational concepts:

  • Headcount vs Capacity: Why counting people isn't the same as measuring selling capacity
  • Ramp Curves: Why new hires don't produce at full capacity immediately
  • Capacity Planning Basics: The overall framework and why it matters

These concepts are referenced throughout the wiki, so understanding them first will make everything else clearer.

Pages in This Section​

Browse the pages below to build your foundation in sales capacity planning:

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