Understanding Software Sales Funnel Metrics

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. For outbound teams, productivity per rep (PPR) is a simple but powerful planning tool: “PPR = Total New ARR ÷ Total Outbound Sales Reps” If you know your ARR target for next year and your average PPR, you can calculate how many reps you need to hit that number. Divide your ARR target by PPR. Remember to factor in onboarding time.

   In Outbound rep productivity

2. Measuring Growth “Not just revenue, but the specific metrics that tell you why revenue looks the way it does — and what to do about it.” Here's how to calculate and interpret the metrics that matter.

   In Funnel math

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.