Dave Kellogg (blog/publication unknown) · 2018-07-17
· 2879d
Ramped Rep Equivalents (RREs): A Sales Capacity Analytics Framework
This article introduces Ramped Rep Equivalents (RREs), a metric for measuring effective sales capacity by accounting for the productivity ramp of new salespeople. RREs provide a more intuitive way to discuss and analyze sales force productivity than traditional headcount, converting partial productivity of ramping reps into equivalent fully-productive rep units. The framework helps sales leaders distinguish between capacity shortfalls and utilization problems when missing targets.
Metrics in this report
Capacity Lost to Ramping
1875K
example model
bookings capacity forgone due to ramping in Q1
Capacity Lost to Ramping Percentage
30%
example model
percent of total capacity lost in Q1 due to ramping
Ramp-Adjusted Capacity Ratio (RRE/QCR)
70%
example in model
effective vs nominal capacity in Q1 of example
Steady-State Sales Rep Productivity
1000K ARR
example model
annual new ARR per fully ramped rep