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

3 key revenue questions you should always be able to answer

Will we hit our number?

Sales Capacity

Definition: A predictive measure of a sales team’s ability to meet revenue goals

Formula: Capacity = Headcount x Productivity

Why it matters:

Shows if you have enough productive capacity to hit plan
Guides hiring and resource allocation
Improves forecasting, budgeting and target setting

How will we hit our number?

Sales Productivity

Definition: An objective measure of sales output per unit of time

Formula: Productivity = (Revenue/Rep) / Time

Why it matters:

Measures actual performance
Tracks the impact of strategic initiatives like sales enablement, hiring or org changes
Builds realistic plans and helps set achievable, data-driven quotas

Can we hit it efficiently?

Sales Efficiency

Definition: The cost required to achieve sales output over time

Formula: Efficiency = Cost ÷ Productivity ÷ Time

Why it matters:

Drives profitable efficient growth
Maximises ROI by showing what’s working and what’s not
Informs better investment and budget decisions

Lative makes those answers clear by connecting Sales Capacity, Sales Productivity, and Sales Efficiency all in one place.

INSIGHTS

Spot the real drivers of performance

Lative gives RevOps leaders instant visibility into Sales Productivity and Sales Efficiency across reps, teams, and regions.

Instead of guessing where sales performance drops off, you’ll know exactly where to focus to unlock growth.

Key features:

Real-time sales productivity dashboards: track activity, conversion, and attainment metrics that reveal where revenue really comes from.
Sales Efficiency insights at every level: benchmark teams, territories, and individual reps to expose bottlenecks and best practices.
Trend detection: see shifts in sales productivity early so you can adjust hiring, coaching, or territories before targets slip.

PLAN

Build sales plans you can trust

Lative’s Sales Capacity Planning tools build plans on live Capacity Models, so you can keep quotas, headcount, and revenue goals aligned, no matter how the market changes.

Key features:

Scenario modeling in minutes: test “what-if” plans for hiring, ramp curves, and quota changes to understand their revenue impact before you commit.
Granular control: View plans by region, role, tenure, or productivity cohort and adjust as conditions change.
Connected to your tech stack: pull live data from multiple sources like CRM, HRIS, and finance tools and data warehouses/lakes so every model reflects real-world inputs.

EXECUTE

Track execution and adapt fast

Lative connects your sales planning with real-time execution tracking, so you always know whether you’re ahead or behind and why.

Key features:

Live progress vs. plan: monitor quota attainment, pipeline health, and coverage in one view.
Early-warning signals: spot gaps in productivity or execution before they derail quarterly targets.
Adaptive decision-making: quickly re-forecast and realign capacity as soon as new data comes in.

How do capacity models help with revenue planning?

Capacity models show the impact of different hiring, ramp, and quota scenarios on future revenue. With Lative, you can run “what-if” models in minutes to see revenue impact before committing budget or headcount.

How does Lative improve sales productivity and efficiency?

Lative highlights exactly where reps, teams, or territories are under- or over-performing. By spotting bottlenecks early, you can coach effectively, improve efficiency, and drive more revenue with the same resources

How is Lative different from a BI or reporting tool?

BI tools report on the past. Lative combines sales productivity insights, capacity-based sales planning, and execution tracking in one platform, so you can plan ahead and adapt in real time.

How quickly can we get up and running?

Most teams connect data and start modeling within a few weeks.
We guide you through onboarding so you can begin analyzing productivity, building plans, and tracking execution fast.

Does Lative help with quota planning?

Yes. Lative lets you allocate and adjust quotas using live sales capacity and sales productivity data, so every rep’s target is grounded in what’s achievable

GET THE ANSWERS THAT POWER BETTER SALES PLANNING

See how Lative helps you understand Sales Capacity, Sales Productivity, and Sales Efficiency and turn those insights into growth.

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.