SaaS
You start by listing every rep your company has ever hired in order by hire date. You then record their sales productivity (typically measured in new ARR bookings) for their series of quarters with the company, up to and including their current-quarter forecast (which you shade in green).
Metrics
Enterprise SaaS and retailers have more in common than you might think. Let's think about retailers for a minute. Retailers drive growth in two ways: * They open new stores * They increase sales at existing stores Opening new stores is great, but it's an expensive way to
Finance
I’ve seen numerous startups try numerous ways to calculate their sales capacity. Most are too back-of-the-envelope and too top-down for my taste. Such models are, in my humble opinion, dangerous because the combination of relatively small errors in ramping, sales productivity, and sales turnover (with associated ramp resets) can
Metrics
How many times have you heard this conversation? VC: how many sales reps do you have? CEO: Uh, 25. But not really. VC: What do you mean, not really? CEO: Well, some of them are new and not fully productive yet. VC: How long does it take for them to