The Revenue Formula In Excel, Everyone Hits Quota (w/ Scott Domareck)
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Nov 11, 2025 Scott Domareck, a four-time VP of Sales with a track record of scaling companies, shares invaluable insights on revenue planning. He emphasizes that most sales misses stem from flawed planning rather than execution and highlights the dangers of massaging Excel spreadsheets to appease investors. Scott discusses the importance of transparency, realistic ramp times, and aligning hiring with capacity needs. He also stresses the necessity of involving go-to-market leaders early in the planning process to mitigate risks and ensure successful execution.
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Top-Down Planning Masks Risks
- Most companies build top-down plans that are massaged in Excel to hit a board number.
- That process hides assumptions and reduces transparency for operational teams.
Averages Without Context Mislead
- Historical CRM averages can mislead if context changed mid-year like definition tweaks or star rep effects.
- Leaders must pressure-test numbers for phase and personnel changes before transplanting them forward.
Compounding Tweaks Create False Confidence
- Small tweaks across many assumptions compound into an unrealistic stretch plan.
- Each defendable 5% change stacks and can make the operational target infeasible.