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1Q19 1Q20 YoY %

Total New ARR Billings 150,000 175,000 17%


Billings from new salesreps 40,000 63,000 58%
Billings from existing salereps 110,000 112,000 2%

(Billings if public, bookings if private)


Kellblog Sales Productivity Analysis: Same-Rep Sales
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1Q19 1Q20 YoY %


New ARR 2,100 3,100 48%
From same-rep sales cohort 1,200 1,400 17%
From new reps 900 1,700 89%
on 4.0 License

Reps who were fully-ramped in 1Q19 and still here in 1Q20


Reps who were either not here or not fully ramped in 1Q19
Kellblog Sales Productivity Analysis: Summary Metrics
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1Q19 1Q20 YoY %


New ARR 2,100 3,100 48%
From fully-ramped reps 1,500 1,600 7% This is not cohort-based as reps ma
From ramping reps 600 700 17% Again, snapshot-based not cohort b

Number of reps 10 13 30%


Fully-ramped reps 6 6 0% This is no cohort-based, we may ha
Ramping reps 4 7 75%
Ramped rep equivalents (RREs) 7.5 9.1 21% In the absence of cohorts, my favor

Sales Productivity (ARR per …)


Rep, overall 210 238 14% ARR/rep
Ramped rep 250 267 7% ARR from ramped reps / number of
Ramping rep 150 100 -33% ARR from ramping reps / number o
RRE 280 341 22% ARR per ramped rep equivalent

Same-rep sales 1,200 1,400 17%


t cohort-based as reps may leave from fully-ramped group and reps will arrive in it over a year
apshot-based not cohort based

cohort-based, we may have lost 1 and had another arrive at fully-ramped over the year

sence of cohorts, my favorite productivity metric. The percent is effectively a capacity yield

ramped reps / number of ramped reps


ramping reps / number of ramping reps
amped rep equivalent

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