Do your sales reps have the right sized books to be productive and hit quota?

Try our free book design worksheets

Here are 3 calculators to help you figure out the size of your sales reps' target books (and/or territories). The calculators include: 

  • Productivity Rate: Calculates how productive reps are (or need to be) based on activity and account ownership levels. 
  • Territory Audit: Calculates how healthy your territory allocations are, and how many accounts reps have left to work.
  • Territory Shrink Calculator: Calculates how the quantity of workable accounts available to reps decays over time, to help you model targets for the rest of the year.

Watch this short video for more information about how to fill out this spreadsheet and what you can learn.

What is book productivity?

A book productivity rate is the percent of accounts a sales rep needs to turn into meetings or opportunities to hit their quota.

When you pair this book productivity rate with an activity-based capacity model, you can get a clearer view of what you're actually asking your reps to do to succeed. If they're doing the right things and still not getting close to their number, then maybe it has to do with the accounts they're working.

The book productivity rate helps you think about whether or not your reps have the quantity and type of accounts they need to succeed at the rate you're asking them to perform.

Thinking about moving from static territories to a more dynamic model?

Gradient Works software provides dynamic book management so every rep has a fair allocation of accounts and a real opportunity to succeed. For inbound and outbound and every combination.

 

Explore dynamic books