Sales Tool 29

Sales Rep
ROI

When does a sales rep pay for themselves? Model revenue attribution, commission cost, upside from new accounts, and the true ROI on rep investment at different adoption rates.

1Rep Cost Structure

Commission Rate (%)

Monthly Draw / Base ($)

Enter 0 for pure commission

Annual Samples / Collateral ($)

Territories / Trade Shows ($)

Total Annual Rep Cost ($)

—

2Revenue Attribution

Accounts Under Rep Management (#)

Avg Annual Revenue per Account ($)

Rep Attribution Rate (%)

% of revenue attributed to rep effort

3New Account Generation

New Accounts Opened / Year

Avg Yr-1 Revenue per New Account ($)

New Account Retention Rate (%)

Sales Rep ROI—

Annual
Rep Cost

—

Rep-Attributed
Revenue

—

ROI
Multiple

—

Rep P&L

Total attributed revenue—

Commission on attributed revenue—

Draw / base salary—

Samples + collateral—

Territory + trade shows—

Total Rep Cost—

Gross margin on attributed rev—

Net Value of Rep (GM − Cost)—

New Account Pipeline

Yr-1 revenue from new accounts—

Yr-2+ revenue (retention)—

3-year account value—

P23-EDU · TWENTY3 IntelligenceSales Tool 29·Sales Rep ROI Calculator·Commission + Draw + Territory + Samples·Net Value vs Rep Cost·P23-EDU · TWENTY3 IntelligenceSales Tool 29·Sales Rep ROI Calculator·Commission + Draw + Territory + Samples·Net Value vs Rep Cost·