Sales Productivity Template - Stage 2 Capital (Please make a copy)

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2		The Sales Velocity Formula =		Volume X Win Rate X ASP			Note: ASP = Average Sales Price or ACV (Average Annual Contract Value) for this exercise. For monthly orders, multiply your MRR by 12 to calculate your ASP.
3		The Sales Velocity Formula =		Sales Cycle Length (days)
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5	Step 1: Document Your Baseline		Please make a copy of this template to enter your inputs in the green cells. The spreadsheet does the rest.
6	Segment Names	Company Size	Volume (Average # per AE over average sales cycle)	Average Win Rate	Average Sales Price (ASP) $	Average Sales Cycle Length (days)	Average Bookings per AE per year	Annual Quota by segment	Bookings to Quota ratio	OTE	Bookings to OTE ratio
7	SMB	1 to 1,000	14	23%	$20,000	55	$421,527	$600,000	70.3%	$175,000	2.41
8	Enterprise	1,001+	10	25%	$65,000	90	$650,000	$900,000	72.2%	$250,000	2.60
9	Step 2: Analyze Your Data: In this example, the company analyzed their past deals - both wins and losses - by examining company size, industry, growth rate, primary competitor, and incumbent technology. They studied how these factors influenced their win rates, deal sizes, and sales cycle lengths. The analysis revealed clear patterns where their sales team consistently performed better. Based on these insights, they're projecting the following improvements while maintaining the same opportunity volume: a 2% increase in win rate, a 10% increase in average deal size, and a 10% reduction in sales cycle length.
10	Step 3: Forecast Productivity Improvements		Please enter inputs in the green cells only. The spreadsheet does the rest.
11	Segment Names	Company Size	Volume (Average # per AE over average sales cycle)	Average Win Rate	Average Sales Price (ASP) $	Average Sales Cycle Length (days)	Average Bookings per AE per year	Annual Quota by segment	Bookings to Quota ratio	OTE	Bookings to OTE ratio	Increase in $ bookings over baseline:	Increase by % over baseline:
12	SMB	1 to 1,000	14	27%	$22,000	50	$604,800	$600,000	100.8%	$175,000	3.46	$183,273	43%
13	Enterprise	1,001+	9	27%	$98,000	92	$931,852	$900,000	103.5%	$250,000	3.73	$281,852	43%
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15	This template is provided in partnership with SaasSalesAdvisors.com. Focusing your Sales, Sales Development, and Marketing efforts on data-driven Ideal Customer Profiles (ICPs) for each segment can quickly boost both individual and team-wide AE productivity. SaaS Sales Advisors offers an ICP platform and guidance to help you achieve this.
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