Outbound motion planner
Calculate backwards from a meeting target to the contacts, sending capacity, and operating cost behind it.
Open toolSize the account list your team can actively cover.
Start with the market, filter for fit and intent, then limit the list to the capacity your team can give real attention. The output gives you a working allocation, not a bigger spreadsheet.
How the calculation works.
The sizer applies ICP fit and in-market rates to your addressable market. It then compares available accounts with the capacity of the assigned account executives.
How to use the result.
Use the uncovered-account count to decide whether to narrow the market, add sales capacity, or rotate accounts in timed cohorts. Build priority tiers only after you have account-level evidence.
Formula behind the result.
- ICP-qualified accounts
- TAM accounts × ICP fit rate
- In-market accounts
- ICP-qualified accounts × in-market rate
- Usable capacity
- Accounts per AE × AEs × available capacity
- Active list
- Lower of in-market accounts and usable capacity
Worked example.
A market of 5,000 accounts at 30% ICP fit and 20% in-market produces 300 timely accounts. Five AEs working 25 accounts each, with 20% held in reserve, can actively cover 100.
Questions worth asking.
What is a target account list?
It is the named, prioritised set of accounts a team actively works. An ICP describes the criteria. A target account list applies those criteria to real companies.
Why limit the list by team capacity?
A list is only useful when someone can research, contact, and learn from the accounts on it. Capacity prevents a broad ICP from becoming a neglected spreadsheet.
What does in-market rate mean?
It is the share of ICP-fit accounts showing evidence that the category or problem is timely enough to warrant active attention.
How often should the list change?
Review it quarterly, and update individual account tiers when new signals or campaign learning changes the case.