Math to Evaluate Sales Reps & GTM: Triangulating Sales Rep Efficiency Through Unit Economics

The article provides a framework for evaluating GTM and sales rep efficiency through four key metrics: quota-to-OTE ratio, commission rates, sales rep OTE benchmarks, and GTM pod economics. It emphasizes that evaluating individual sales rep metrics in isolation is dangerous without analyzing the full GTM pod's efficiency, and provides specific reports to identify underperforming reps for faster removal. The author warns against hiring to unachievable growth targets and advocates for cost discipline to ensure sustainable LTV:CAC ratios.