Same-Rep Sales: A Missing Metric for Enterprise SaaS Growth Analysis

Enterprise SaaS companies lack a cohort-based productivity metric analogous to retail's same-store sales, which would separate growth from new salespeople hiring versus productivity improvements in existing teams. Dave Kellogg proposes 'same-rep sales' as a standardized metric to measure revenue from sales representatives who were fully ramped one year ago and remain employed, providing clearer visibility into organic sales force productivity.