Sales Representative Productivity

We use a variety of metrics to measure productivity, but the most common are the following:

  • Quota Achievement: % of quota attained for a given time period in aggregate and by rep
  • Participation Rate: % of reps that achieved quota
  • Win Rate by rep: Closed/Won Opportunities divided by All Opportunities as defined above
  • Sales Ramp: Time to reach high quota attainment, typically defined as consistent Quota Achievement > estimated team productivity as defined in the sales capacity planning model
  • Sales Rep recruiting / attrition (regrettable and non-regrettable)

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