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Sales capacity and ramp
Check whether the sales team, after ramp and attrition, can carry the target.
Sales & customer successHow it's worked out
- Capacity = (ramped reps + ramping reps × ramp productivity) × quota × attainment × (1 − attrition ÷ 2)
- Leavers spread evenly through the year
NoteAttrition is applied at half its annual rate, assuming leavers go evenly through the year and their territory is partly covered.
Source: Sales capacity planning practice (The Bridge Group, sales operations)
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