Sales Team Performance & Productivity

CloudSecure IAM · 86 AEs across NA & EMEA · YTD 2025

Team Attainment

78%

-4% vs Plan

Pipeline / Rep

$1.2M

+9% QoQ

Team Win Rate

24%

-2% YoY

Avg Cycle Days

87d

-6d vs Q4

Ramp to 80%

7mo

Target: 5mo

Rep Leaderboard — Top & Bottom Quartile (28 shown)

Rep	Segment	Tenure	Quota Attain %	Pipeline Created	Win Rate %	Cycle Days	Forecast Accuracy	Status
J.Chen	Enterprise	3.2y	142%	$2.8M	29%	78d	94%	On Track
A.Patel	Mid-Market	2.8y	138%	$2.4M	35%	64d	91%	On Track
M.Rodriguez	Enterprise	4.1y	134%	$2.6M	26%	81d	89%	On Track
S.Kim	Mid-Market	1.9y	129%	$2.1M	33%	69d	87%	On Track
L.Nguyen	Enterprise	2.4y	126%	$2.3M	24%	86d	92%	On Track
D.Johnson	Mid-Market	3.6y	121%	$2.0M	31%	71d	88%	On Track
R.Williams	Enterprise	2.1y	118%	$2.2M	22%	89d	85%	On Track
K.Anderson	Mid-Market	1.5y	114%	$1.9M	30%	73d	83%	On Track
T.Martinez	Enterprise	3.8y	111%	$2.1M	21%	92d	90%	On Track
E.Garcia	Mid-Market	2.3y	107%	$1.8M	29%	76d	81%	On Track

B.Taylor	Enterprise	0.6y	48%	$0.7M	14%	102d	68%	At Risk
C.Thomas	Mid-Market	0.5y	52%	$0.8M	22%	94d	71%	At Risk
N.Moore	Enterprise	1.2y	55%	$0.9M	16%	98d	74%	Needs Coaching
P.Jackson	Mid-Market	0.8y	58%	$0.9M	24%	91d	76%	Needs Coaching
H.White	Enterprise	1.4y	61%	$1.0M	17%	96d	78%	Needs Coaching
V.Harris	Mid-Market	1.0y	63%	$1.0M	26%	88d	79%	Needs Coaching
G.Martin	Enterprise	0.9y	64%	$1.0M	15%	99d	72%	Needs Coaching

Attainment vs Pipeline Created

Each dot = 1 rep; color = segment; size = win rate

Win Rate by Segment

Enterprise vs Mid-Market performance

Ramp Productivity Index by Tenure Cohort

Avg quota attainment % by months in role · Target: 80% by month 5

Activity-to-Meeting Conversion

Outreach touches → qualified meetings by rep quartile

Forecast Accuracy by Rep Tier

Commit forecast vs actual bookings ±10%

Deal Size Mix (ACV)

$100K+18%

$50K–$100K31%

$25K–$50K38%

<$25K13%

Multi-Threading Score

4+ Contacts29%

3 Contacts42%

2 Contacts21%

Single Thread8%

Cost of Sales Efficiency

$0.42

per $1 Bookings

12% improvement YoY

Bottom Quartile Rep Breakdown (7 Reps)

Pipeline Creation 0.6× Median

These reps create $0.7–0.9M pipeline vs team median $1.2M but carry 1.1× quota load — territory design mismatch likely.

Win Rate 14–17% (Ent Segment)

Enterprise reps in bottom quartile show 14–17% win rate vs pod avg 18%. Need competitive positioning & discovery coaching.

Avg Cycle 96–102 Days

Cycle time 10–15 days longer than team avg — suggests weak champion engagement and stalled deals. Multi-threading score avg 2.1 vs 2.8.

Recommended Actions

Territory Rebalancing: Reduce quota load by 15% for bottom-quartile reps with low TAM accounts.

Discovery Bootcamp: 2-week intensive on MEDDPICC for reps <65% attainment + <20% win rate.

Champion Mapping: Mandate 3+ contacts per opp by stage 2. Track multi-threading score weekly.

Ramp Acceleration: Pair month 4–7 reps with top performers. Target 80% quota by month 5 vs current 7mo.

Weekly Deal Reviews: Bottom quartile + manager 1:1 on stalled deals >60 days with action plans.

Quota Plan Version: 2025-v1.3 (Effective Jan 15) · Product Mix: IAM Core 68%, SSO Add-On 22%, SCIM Enterprise 10%

Data refresh: Live CRM rollup + Outreach API · Last synced 12min ago