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Recovered Gap

Definition​

Recovered Gap is the portion of lost sales capacity that has been regained within a measurement window through backfills, transfers, or the ramping of existing hires.

Why It Matters​

  • Measures effectiveness of backfill speed and hiring pipeline
  • Quantifies capacity restoration after attrition
  • Helps forecast when team returns to target capacity
  • Informs hiring lead time planning

Formula​

Recovered Gap = Lost Capacity - Unrecovered Gap

Or measured directly:

Recovered Gap = Capacity Restored through Backfills + Incremental Ramp Gains

Example Calculation​

Scenario​

  • Q1 Start Capacity: 20 RRE
  • Q1 Attrition: 3 fully ramped reps leave (3 RRE lost)
  • Q1 Backfills Hired: 3 reps hired
    • By end of Q1, new hires are at 30% ramp each
    • Recovered capacity: 3 × 0.30 = 0.9 RRE
  • Q1 End Capacity: 20 - 3 + 0.9 = 17.9 RRE

Recovered Gap in Q1: 0.9 RRE (30% of the 3 RRE lost) Unrecovered Gap in Q1: 2.1 RRE (70% of the 3 RRE lost)

Over Multiple Quarters​

If those same 3 backfills continue ramping:

QuarterRamp %Capacity AddedCumulative Recovered
Q130%0.9 RRE0.9 RRE
Q270%1.2 RRE2.1 RRE
Q3100%0.9 RRE3.0 RRE

By Q3, the full 3 RRE gap is recovered.

Measurement Windows​

Short-Term (Same Quarter)​

How much capacity restored before quarter-end?

Long-Term (Multi-Quarter)​

How long until full capacity restoration?

Key Drivers​

  1. Time-to-Hire: Faster hiring = faster recovery
  2. Ramp Speed: Better onboarding = faster capacity gain
  3. Backfill Priority: Which roles get replaced first
  4. Internal Transfers: Can accelerate recovery if already ramped

Best Practices​

  1. Track by Role: Different roles have different ramp curves
  2. Set Recovery Targets: Goal for % recovered within quarter
  3. Monitor Lead Indicators: Offers extended, start dates scheduled
  4. Plan for Lag: Budget for unrecovered gap in capacity planning

Common Pitfalls​

  • Assuming backfills restore capacity immediately
  • Not accounting for ramp time in capacity forecasts
  • Treating all backfills as equal regardless of role complexity
  • Ignoring the compounding effect of attrition on capacity

References​

  • Commonly used in SaaS capacity planning models
  • Key input to sales forecasting and quota setting
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