Using Productivity Profiles

Productivity profiles describe the time it would take for a person in a specific role to become fully productive. They can be ramp-based, which means that productivity will increase in increments over time.

A default productivity profile indicates the expected productivity of a person in a specific role. This is useful in planning scenarios where a certain productivity level needs to be assumed. Before we dive into creating productivity templates, let's learn about the types of productivity profiles first.

Types of Productivity Profiles

In the Design Module, we support the following productivity profile types:

  • Normal - someone who has already been in a role for some time.
  • Temporary - someone who is temporarily covering for another individual or until a new hire is made. Temporary coverage is used on existing team members doing multiple jobs or transitioning out from one job into another. Sometimes during the planning process, a salesperson may cover multiple territories until a new hire is found.
  • Replace - someone who is serving as a replacement for a limited time.
  • New Hire - someone who is newly hired into the company and the role. This person will expectedly take longer to ramp up than someone who had been at the company but transferred into a new role. The start date is usually the hire date.
  • Transfer - someone who is transferred into the role in question from another role in the company. The start date is the date they started the new role.
  • No Coverage - if someone is not assigned to this role, in certain cases, you can assume a level of productivity unrelated to the person. For example, there could be inbound business that comes in through a website or the customer's self-service. Special planning situations use this productivity profile, where you want to assume a base level of productivity even when there is no one assigned to the role.

Now that you're familiar with the different types of productivity profiles, let's dive into building productivity profiles next.

Building Productivity Profiles

Designing a Default Productivity Profile

There are several ways to design a productivity profile - here are some of our recommended methods:

  • Historical Method - If you have a history of people in the role, then you can figure an average historical ramp-up profile for that role. However, this may not always be possible, and in those cases, you can use methods like the ones below.
  • Sales Cycle Method (= training time + one sales cycle) - Where the ramp period is defined by the time it takes to train the employee and the time it takes for them to participate in an entire sales cycle from start to finish.
  • Experience Method (= [training time + sales cycle]*experience factor) - Where you may use the sales cycle method and add a factor based on how much sales experience the employee has. For example, an employee with sales experience may get a factor of 1 while an inexperienced employee might get a factor of 1.25.

Building your Productivity Profile

The above list is not an exhaustive list of methods that can be applied; however, once you figure out the default productivity profile, you can represent it with these attributes:

  • Profile Type - this describes the type of employee coming into this role. For example, Normal (existing employee in the role) vs. New Hire.
  • Name - Give the ramp profile a distinct name to differentiate it from others.
  • Start date - this identifies the field on the employee record that can be used to indicate the start date from which to apply the productivity profile.
  • The productivity profile in the form of percentages per month, where 100% means the employee is fully productive. The profile can be expressed as: {month1: 0%, month2: 0%, month3: 15%, month4: 50%, month5: 75%, month6: 100%} This profile shows the ramp from the first month identified by the start date and month six as when the employee would be fully productive.


Multiple Ramp Profiles

You can add multiple ramp profiles of each type, but specify different ramps for each one. For example, you can have two "Normal" ramp profiles, one that ramps up in 3 months and one that ramps up in 6 months.

To create a Productivity Profile on a role:

  1. Under Productivity Profiles, click Add New Productivity Profile.
  2. Select the Type of productivity profile you'd like to build. (E.g., Normal, Transfer, New Hire, etc.)
  3. Type in a Name for the ramp profile.
  4. For the Start Date Field, select the date field from the drop-down list. (E.g., Hire date, Start Date)
  5. If you'd like the productivity profile to be ramp-based, you can configure this by clicking on the pencil icon under Action.
  6. You'll see a pop-up window. Here, you can define the expected percent productivity by month. Click the +New Month button to add months to the ramp.
  7. Fill out the percent productivity you'd expect for each month.
  8. Click Confirm when finished.
  9. Click Save to add the productivity profile to the role.