Welcome to Sales Wiki
The canonical, open-source glossary for Sales Capacity & Performance metrics, formulas, and best practices.
What is Sales Wiki?
Sales Wiki is a community-maintained knowledge base designed to standardize terminology and methodology across RevOps, Sales, and Finance teams. Every term includes:
- Clear Definition: Precise explanation of what the term means
- Formula: Exact calculation method with variants documented
- Worked Examples: Real-world scenarios showing the math
- References: Links to additional resources and related terms
Core Principles
- Neutral & Open: No vendor bias, MIT licensed
- Source-First: All changes via GitHub with full transparency
- Explicit Formulas: No ambiguity in calculations
- Worked Examples: Show the work, don't just tell
Quick Start
Popular Terms
- RRE (Ramped Rep Equivalent) - Convert partially ramped reps into capacity equivalents
- Recovered Gap - Capacity regained through backfills
- Unrecovered Gap - Capacity lost and not replaced
- Territory Planning - Coverage models and design principles
Browse by Category
- Metrics: RRE, Sales Efficiency, Productivity ratios
- Capacity Planning: Gap analysis, Ramp curves, Headcount vs Capacity
- Playbooks: Territory design, Quota setting, Coverage models
Contributing
We welcome contributions from practitioners across all industries. To contribute:
- Via GitHub: Click "Edit this page" on any doc to open a PR
- Via Form: Use the "Suggest an edit" link if you prefer not to use GitHub
- Guidelines: See our Contributing Guide
Every submission is reviewed for accuracy, clarity, and completeness.
Philosophy
Sales capacity planning uses inconsistent definitions across companies. One company's "headcount" is another's "capacity." One leader's "efficiency ratio" excludes onboarding costs; another's includes them.
This wiki exists to create a common language. When you say "RRE," everyone knows you mean the same thing. When you cite a formula, it's the same formula your finance partner would use.
Open source. Neutral. Explicit.