The Revenue Leadership Podcast with Kyle Norton E53: Sales Capacity Planning That Doesn't Suck (Jenny Dingus, SVP Global Sales @ Clio)
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Nov 12, 2025 Jenny Dingus, SVP of Global Sales at Clio, shares her insights on effective sales capacity planning and the pitfalls of the traditional 'people × quota' model. She discusses how Clio adapted its planning post-acquisition, focusing on real market conditions and effective resource allocation. Jenny also emphasizes the importance of aligning teams, utilizing AI for training, and the role of humility and curiosity in leadership. Her practical advice on integrating new products and managing change brings a fresh perspective to revenue planning.
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Fuel Sellers With A Channel-First Plan
- Build a left-to-right plan with marketing, BDRs, and channels to ensure sellers get pipeline.
- Only add headcount after confirming there is durable pipeline to fuel those sellers.
Treat New Segments As Separate Growth Vectors
- Emerging segments and geographies are distinct growth levers that must be modeled separately.
- Jenny highlights enterprise, EMEA, APAC, and Canada as incremental vectors beyond core product growth.
Label New Product Revenue As Upside
- Bake new-product revenue into plans conservatively and label it upside until you have performance data.
- Reassess after a year of data to increase targets where warranted.
