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Modeling sales rep ramp
Any tips on modeling sales rep ramping; meaning modeling the increasing
productivity over time, until a rep hits 'full' productivity? Some assumptions might include: first 90 days of hi 25% productivity, where 100% productivity = monthly run rate of 100% performance to quota 91-180 days = 50% productivity etc. The issue is, forecasting sales over time as reps enter the sales force. Looking for a more accurate gauge than simple 'add a rep, get full productivity' assumption. Thanks, R. |
#2
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Modeling sales rep ramp
I'm guessing you have some history of this for other sales reps when they
joined the organization. I think I'd do some kind of curve fit based on days onboard vs. productivity. I've not done this in a long time in Excel, but I think at first, I'd plot the days onboard vs. productivity for all of your sales force (for the first year maybe) and add a trendline to the chart to see what you get there. -- HTH, Barb Reinhardt "R@HP" wrote: Any tips on modeling sales rep ramping; meaning modeling the increasing productivity over time, until a rep hits 'full' productivity? Some assumptions might include: first 90 days of hi 25% productivity, where 100% productivity = monthly run rate of 100% performance to quota 91-180 days = 50% productivity etc. The issue is, forecasting sales over time as reps enter the sales force. Looking for a more accurate gauge than simple 'add a rep, get full productivity' assumption. Thanks, R. |
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