← The sales analytics libraryPractice · 4 questions →
Productivity & capacity
Deals per rep
The number of deals a rep closes in a period. With average deal size, it explains productivity; with pipeline, it explains coverage.
Owned by: Sales analystTest band: Sales analyst
In practice
A rep closing many small deals and one closing a few large ones can have the same productivity and need completely different coaching.
The kind of thing the test asks
- Two reps have identical productivity: one closes 40 deals at $25k, the other 8 at $125k. Coaching should…