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Productivity & capacity
Sales capacity planning
Working out how many reps, hired when, at what ramp and attrition, produce the bookings plan. The bridge from the revenue target to the hiring plan.
Owned by: Sales ops managerTest band: Sales ops manager
The formula
Capacity = Ramped reps × Productivity per rep × Expected attainment %
In practice
Capacity = ramped reps × productivity × attainment. Include attrition and ramp, or the plan needs 20% more reps than it shows.
The kind of thing the test asks
- Plan $12M. Ramped rep productivity $800k, expected attainment 85%. Ignoring ramp and attrition, ramped reps needed…
- The capacity model shows the plan lands in November, not January. The CRO should…