Unlock real-time insights into capacity, performance, and profitability, empowering you to plan strategically and make faster, data-driven decisions with confidence.

Drive Smarter Sales Decisions

Measure, trend and benchmark your Sales Productivity
across your business dimensions
Measure, trend and benchmark your ROI across your business dimensions
Model what if scenarios and see the impact on your
organization
View and manage your sales headcount no matter how big or complex your team is

Analyze

Sales performance, productivity & efficiency

Granular analysis to understand profitability and efficiency across the revenue organization.

Save time by reducing manual processes and tools

Improve accuracy with granular, real-time data

Make quicker and more informed strategic decisions

Plan

Short & long-range target, quota and capacity models

Bottoms up capacity planning with what-if scenarios to hit your short- and long-term growth targets.

Drive efficiency and collaboration in the planning process

Build an achievable plan that meets company objectives

Avoid over and under hiring to avoid overspending and missed targets

Track

Execution vs. the annual plan

Connect top-down plans with bottoms up operational data to identify risks and opportunities.

Identify risks and opportunities faster and course correct to hit plan

Save time by always having access to data and instant scenario planning

Increase visibility of the performance of the sales organisation

The world of Sales and RevOps Has Changed

But some things haven't changed

3 key revenue questions you need to be able to answer at any time:

Will we hit our number?

Sales Capacity
/kəˈpasɪti/ noun
A predictive measure of a sales team's ability to meet revenue goals.
Capacity = Headcount x Productivity

➡ Why It Is Important
1. To know whether you can hit plan
2. Resource allocation & workload
3. Performance benchmarking & goal setting
4. Forecasting & budget planning
5. Strategic planning & productivity optimization
How will we hit our number?

Sales Productivity
/proʊdʌkˈtɪvɪti/ noun
An objective measure of sales output per unit of time.
Productivity = (Revenue / Rep) / Time

➡ Why It Is Important
1. Track the impact of changes; such as strategic initiatives, campaigns, products, enablement, hiring, attrition and org changes
2. Build a realistic plan that uses past performance to know what is achievable
3. Set the right targets; From historical capacity to know what is achievable both ramping and ramped
4. Make the right strategic decisions; on where or how to grow and what markets to target
How will we hit our number in the most profitable and efficient way?

Sales Efficiency
/ɪˈfɪʃənsi/ noun
An objective measure of the cost to achieve sales output per unit of time.
Efficiency = (Cost / Productivity) / Time

➡ Why It Is Important
1. Drives profitable, efficient growth
2. Helps to maximize return on investment (ROI)
3. Enables better investment decisions
4. Gives visibility into which initiatives or working/not working
5. Enables strategic cost management

Strategic Integration Partners

Experience fast time to value by effortlessly connecting Lative to revenue data across your most important enterprise business systems, allowing immediate access to powerful sales planning and decision intelligence tools.