### Seller Capacity

Assign new hires into groups to help you allocate resources to help them succeed.

Should you give your new star hire a difficult territory to see if they can handle it? Does a new hire need mentorship and extra training? The Seller Capacity Blueprint assigns your new hires into groups and helps you allocate resources to help them succeed.

#### How to use this blueprint

The following are the main use cases for Seller Capacity:

Calculate the average time it takes new employees to reach a specific sales target.

Identify if you are understaffed or overstaffed with capacity planning.

Find the performance levels that indicate if a seller is not meeting their goals and will not succeed.

For this Blueprint to work, the Sales Data must contain 2 years' worth of data: 1 year of data for calculating Yearly Sales Target.1 year after that, of first-year employees' information for calculating curves based on Target.

The following columns are required for the blueprint:

**Sales Performance**(monthly sales numbers for each employee)**Date**to identify what month or week it is depending on the frequency**Hire date**to identify first-year employees

### Tip

We recommend using this blueprint once a year to see if sellers are still hitting capacity during the same periods.

Import sales target data using your sales data.

This gives the pipe a data set containing the first year of sales data for each employee at the company It ensures that the sales performance is broken up by some period, such a monthly.

Calculate the time periods for sales targets and new hires.

This branch of tools is colored purple. Using the most recent hire date, it finds the 1-year time frame to use for establishing sales targets, avoiding overlap with that date. The result is a table with one row, containing the latest hire date, and the sales target date ranges. (

`Calculate start date for sales target (Date Add)`

).Calculate the sales target.

This branch of tools is colored blue . It is used to calculate the sales target, excluding employees with less than a full year of data. Get Previous year data to calculate

`Sales Target (Filter) Filters`

the data to only the time periods that encompass the target start and end dates calculated in the previous branch. Calculate`Sales Target (Aggregate) Sets`

the sales target by averaging the yearly performance of employees within the target time period.Get new hire data.

This branch of tools is colored orange . It gets the performance data for the most recent new hires and finds which numerical month they are in since starting.

`Get most recent Year of New Hires (Filter) Filters`

the data frame to get performance data for the most recent hires.`Remove employees who did not sell during year (Filter)`

Finds the employees without sales during the year, as they may have left early or transferred to a non-sales role. The`Join`

tool then joins this back to the most recent hires data, removing the employees without sales in the last year.`Calculate month for each Employee (Rank)`

Calculates the month number for each record of a new employee by ranking the periods for each employee**Name**.Calculate cumulative performances.

This branch of tools is colored red . It calculates the cumulative performance for an employee, and compares it to the median, 10th percentile, and 90th percentile as a fraction of each target.

`Join`

Joins the yearly Sales Target to the new employees data.`Calculate percentiles for each month (Percentile)`

Aggregates the data to get the median (50th Percentile), 10th Percentile, and 90th Percentile sales for each month. Groups by the Time Period and Sales Target.`Calculate percentage of target attained (Formula)`

,`Calculate percentage of target attained 10th percentile (Formula)`

, and`Calculate percentage of target attained 90th percentile (Formula)`

each tool divides the Xth percentile (50th,10th,or 90th) cumulative sales by the sales target to get the percentage of the sales target attained.`Calculate percentage of target attained by individual (Formula)`

calculates the percentage of sales target each individual new employee has attained in each month since hiring.

##### How to interpret the results

This blueprint comes with visualizations to provide guidance on what to expect from new sellers, and requires minimal configuration.

**Seller Capacity Curve**: In this graph, you can see the percentage of target attained for the median (50th Percentile), 10th Percentile, and 90th Percentile. The 90th Percentile has hit around 90% of the target, while the median and the 10th Percentile lag behind. This is because it would not be reasonable for these individuals to hit 100% of their target, considering that they are new.**Distribution of Seller Capacity**: In this graph, you can see the percentage of target attained by an individual over 12 months.