Headcount Requirements - MAKE A COPY.xlsx

	C	D	E	G
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3	SE HEADCOUNT REQUIREMENTS
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5	Total # of Reps	50
6	Revenue/Rep/Quarter	$ 150,000.00
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8	SE Participation %	80%	(Based on TTM)	Note: SE Participation Revenue / Total Revenue) - Add-ons, upsells not requiring Presales
9	% Revenue Participation	$ 120,000.00
10	Average Deal Size	$ 10,000.00
11	Number of Deals to Close w/SEs	12
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13	Time Consuming SE Activities
14	Demos
15	- Success Rate	2.15	47%
16	- Total Required based on Success Rate	25.81
17	- Duration	2.00	Hours	Note: Demo includes other types of activities
18	- Total Hours	52
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20	Evaluations
21	- Success Rate	2.00	50%
22	- Total Required based on Success Rate	24.00
23	- Duration	2.00	Hours
24	- Total Hours	48
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26	* Add other Activities when necessary
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28	Total Required Hours to Support one Rep	100	Per Quarter
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30	Total SE Hours/Qtr Required	5000
31	Weekly Hours Allocated to Sales	25		(…from Time and Motion Study)
32	Hours/Quarter to Allocated to Sales	325
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34	SEs Needed	15
35	Current	10
36	Gap	5
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38	Rep/SE Ratio	4.0
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