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Productivity & capacity
Rep productivity
Bookings per fully ramped rep per period — the yield of the sales machine per unit of capacity.
Owned by: Sales analystTest band: Sales analyst
The formula
Productivity = Bookings ÷ Ramped rep count
In practice
Compare ramped reps only, and by segment. A team average dragged down by three new hires is not a productivity problem; it is a ramp timing fact.
The kind of thing the test asks
- Team productivity fell 15% this quarter. Three of twelve reps were hired in the last four months. The analysis should…