Understanding Software Sales Funnel Metrics

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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