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
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Measure, trend and benchmark your Sales Productivity
across your business dimensions -
Measure, trend and benchmark your ROI across your business dimensions
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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.
- Analyse trends across unlimited business dimensions (ie. location, segment, product)
- Understand ramp times across business dimensions
- Drive the optimum return on investment by focusing sales representative's time
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.
- Plan and optimise your headcount and quotas based on market potential and performance
- Model productive capacity based on historical data to stop over or under hiring
- Incorporate future strategic initiatives to see impact on the plan
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.
- Track actual ramp times, tenure productivity, cost efficiency and the impact of strategic initiatives
- Track actual performance metrics vs target and future capacity
- Course correct headcount and quotas to hit plans
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
- Need to drive efficiency, not growth at all costs
- Sales is a top line on the budget so gets impacted early and hard
- RevOps has evolved to become a strategic partner to the CRO and the business
But some things haven't changed
- Manual processes and dispersed data
- Spreadsheets with numerous tabs and versions
- Lack of granular historical and real-time data
- Able to test a limited number of hypotheses
3 key revenue questions you need to be able to answer at any time:
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Will we hit our number?
Sales Capacity
/kəˈpasɪti/ nounA 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/ nounAn 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/ nounAn 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.
Salesforce Certified
Connect Lative to Salesforce in minutes for an always-on, real-time view of your revenue data.
Hubspot Certified
Seamlessly connect Lative to HubSpot, enabling quick setup and utilization of your revenue data.
Snowflake Ready
Easily connect and share revenue team, activity and cost data from Snowflake’s AI Data Cloud.
Integrations
Consolidate your data across 150+ diverse data sources to provide a single source of truth in real-time.
- Merge all sales and team data for a comprehensive real-time view
- Eliminate manual data handling and reduce redundancies
- Integrate historical data to enhance accuracy in trend analysis
Champions of Lative
Hear how industry leaders drive profitable efficient growth with Lative.
