The Challenge in Demonstrating Repeatability in Big Deal Companies

($K)

Assumptions
Productivity 1,000 per year 250 per qtr
Uplift 20%
Quota 1,200 per year 300 per qtr
ASP 200

HEALTHY / DEEMED REPEATABLE

Q1 Q2 Q3 Q4 Year
Rep 1 200 600 200 750 1,750
Rep 2 50 150 400 800 1,400
Rep 3 100 100 800 300 1,300
Rep 4 500 300 400 1,200
Rep 5 200 200 300 500 1,200
Rep 6 400 - 400 400 1,200
Rep 7 200 500 - 400 1,100
Rep 8 200 250 350 250 1,050
Rep 9 250 250 250 250 1,000
Rep 10 200 - - 800 1,000
Rep 11 200 150 200 450 1,000
Rep 12 200 200 200 400 1,000
Rep 13 150 450 - 200 800
Rep 14 100 100 - 200 400
Rep 15 50 100 50 200 400
Total 3,000 3,350 3,150 6,300 15,800
% of company plan 80% 89% 84% 168% 105%
% of street-assigned quota 67% 74% 70% 140% 88%

Linearity % 19% 21% 20% 40% 100%

Average productivity 200 223 210 420 1,053
Rep % at 80%+ quota 20% 40% 40% 80% 80%
Rep % at 100%+ quota 20% 27% 40% 67% 40%

Notes
This demonstrates the reality of enterprise sales (with a large ASP) volatility and the challenge in demon
Assumes all reps are ramped.
Ignores linearity. No one models attainment of annual quota at the rep level as 4 quarters each at 25%
Uplift is the percent over-assignment on top of expected productivity. I prefer models built off productiv

Kellblog by Dave Kellogg is licensed under a Creative Commons Attribution-NonCommercial 4.0 Internati

 UNHEALTHY / DEEMED NOT REPEATABLE
Q1 Q2 Q3 Q4 Year
700 300 800 1,200 3,000
500 500 600 600 2,200
150 500 - 1,200 1,850
200 250 350 250 1,050
250 250 250 250 1,000
200 - - 800 1,000
200 200 200 400 1,000
200 150 - 550 900
150 450 - 200 800
- - 700 - 700
100 350 - 200 650
150 150 150 150 600
100 100 - 250 450
50 100 50 200 400
50 50 50 50 200
3,000 3,350 3,150 6,300 15,800
80% 89% 84% 168% 105%
67% 74% 70% 140% 88%

19% 21% 20% 40% 100%

200 223 210 420 1,053
20% 47% 33% 60% 47%
13% 33% 27% 40% 20%

nd the challenge in demonstrating repeatability of the sales model

as 4 quarters each at 25%

r models built off productivity where you then uplight to quota.

onCommercial 4.0 International License.