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This sheet support a blog post I did on sales productivity metrics in ARR/rep, ARR/ramped-rep, and same-rep sales, a new concept that's akin to same-store sales in retail.
This sheet support a blog post I did on sales productivity metrics in ARR/rep, ARR/ramped-rep, and same-rep sales, a new concept that's akin to same-store sales in retail.
This sheet support a blog post I did on sales productivity metrics in ARR/rep, ARR/ramped-rep, and same-rep sales, a new concept that's akin to same-store sales in retail.
Billings from new salesreps 40,000 63,000 58% Billings from existing salereps 110,000 112,000 2%
(Billings if public, bookings if private)
Kellblog Sales Productivity Analysis: Same-Rep Sales Kelllblog is Licensed Under Creative Commons Non-Commerical Attribution 4.0 License
1Q19 1Q20 YoY %
New ARR 2,100 3,100 48% From same-rep sales cohort 1,200 1,400 17% From new reps 900 1,700 89% on 4.0 License
Reps who were fully-ramped in 1Q19 and still here in 1Q20
Reps who were either not here or not fully ramped in 1Q19 Kellblog Sales Productivity Analysis: Summary Metrics Kelllblog is Licensed Under Creative Commons Non-Commerical Attribution 4.0 License
1Q19 1Q20 YoY %
New ARR 2,100 3,100 48% From fully-ramped reps 1,500 1,600 7% This is not cohort-based as reps ma From ramping reps 600 700 17% Again, snapshot-based not cohort b
Number of reps 10 13 30%
Fully-ramped reps 6 6 0% This is no cohort-based, we may ha Ramping reps 4 7 75% Ramped rep equivalents (RREs) 7.5 9.1 21% In the absence of cohorts, my favor
Sales Productivity (ARR per …)
Rep, overall 210 238 14% ARR/rep Ramped rep 250 267 7% ARR from ramped reps / number of Ramping rep 150 100 -33% ARR from ramping reps / number o RRE 280 341 22% ARR per ramped rep equivalent
Same-rep sales 1,200 1,400 17%
t cohort-based as reps may leave from fully-ramped group and reps will arrive in it over a year apshot-based not cohort based
cohort-based, we may have lost 1 and had another arrive at fully-ramped over the year
sence of cohorts, my favorite productivity metric. The percent is effectively a capacity yield
ramped reps / number of ramped reps
ramping reps / number of ramping reps amped rep equivalent