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Metrics

What is the Metrics Section?​

The Metrics section covers measurements, ratios, and performance indicators that help you quantify and track sales performance and efficiency.

Focus: "How do we calculate and benchmark?"​

Nature: Often ratios, percentages, or conversion formulas

What it measures: Performance, efficiency, and operational KPIs

Examples:​

  • RRE: Converts headcount → capacity equivalents (5 reps at various ramp stages = 3.5 RRE)
  • Attrition Rate: 45.5% - Percentage of capacity lost to attrition (lost capacity / beginning capacity)
  • Sales Efficiency Ratio: Revenue growth / S&M spend - How efficiently you're deploying capital
  • Backfill Rate: 81% - Percentage of lost capacity recovered through backfills
  • Recovery Lag: 4.5 months - Average time from termination to full capacity restoration

Pages in This Section​

Browse the pages below to understand key sales metrics and how to calculate them:

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