Revenue per Rep
Revenue produced divided by the number of quota-carrying sellers. A productivity measure and a planning input.
Count productive reps only
Including reps still ramping depresses the figure and makes capacity planning conservative in a way that compounds. Report productive and total separately.
Read it with attainment distribution
RELATED TERMS
Capacity Planning
Translating a revenue target into the number of productive selling resources required to hit it, accounting for ramp, attrition and expected attainment.
Quota
The revenue target assigned to an individual rep for a period. The most consequential number in a seller's working life, and the mechanism translating a company target into individual accountability.
Quota Attainment
The proportion of quota a rep achieved, and across a team, the distribution of that proportion.
Revenue per Employee
Total revenue divided by total headcount. A crude but durable efficiency benchmark.
Learn how to apply this: RevOps Audit
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