Stop wondering if your reps are "busy enough."
Start measuring their AOO Capacity.
📊 Active Open Opportunities (AOO) = the real workload of a sales rep.
Instead of focusing only on pipeline coverage, great revenue teams look at how many open, actively worked opportunities a rep can effectively manage at any given time.
Here's how you calculate AOO Capacity per Rep:
1️⃣ Define “active” — Opportunities where the rep is actively engaging (meetings booked, emails sent, calls made) within a set window (e.g., past 30 days).
2️⃣ Measure total active opps per rep — Not total opps, not all pipeline — only those truly being worked.
3️⃣ Benchmark performance --
✅ At what AOO count does rep conversion start to drop?
✅ Where’s the sweet spot where reps are stretched but not overloaded?
4️⃣ Use it to guide planning --
📈 How many reps do you really need to hit next quarter’s pipeline goals?
🚥 When should marketing throttle up/down inbound demand?
🛑 When should managers redistribute accounts?
Example:
Top reps might efficiently handle 15–20 AOOs at once
Mid-level reps might cap out at 10–12
New reps might only manage 5–7 before quality slips
If your reps are stuck at 5 open active opps...
👀 You don't have a performance problem.
You have a pipeline problem.
If your reps are managing 25+ active opps but nothing is closing...
👀 You don't have a pipeline problem.
You have a focus problem.
________________
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Start measuring their AOO Capacity.
📊 Active Open Opportunities (AOO) = the real workload of a sales rep.
Instead of focusing only on pipeline coverage, great revenue teams look at how many open, actively worked opportunities a rep can effectively manage at any given time.
Here's how you calculate AOO Capacity per Rep:
1️⃣ Define “active” — Opportunities where the rep is actively engaging (meetings booked, emails sent, calls made) within a set window (e.g., past 30 days).
2️⃣ Measure total active opps per rep — Not total opps, not all pipeline — only those truly being worked.
3️⃣ Benchmark performance --
✅ At what AOO count does rep conversion start to drop?
✅ Where’s the sweet spot where reps are stretched but not overloaded?
4️⃣ Use it to guide planning --
📈 How many reps do you really need to hit next quarter’s pipeline goals?
🚥 When should marketing throttle up/down inbound demand?
🛑 When should managers redistribute accounts?
Example:
Top reps might efficiently handle 15–20 AOOs at once
Mid-level reps might cap out at 10–12
New reps might only manage 5–7 before quality slips
If your reps are stuck at 5 open active opps...
👀 You don't have a performance problem.
You have a pipeline problem.
If your reps are managing 25+ active opps but nothing is closing...
👀 You don't have a pipeline problem.
You have a focus problem.
________________
♻️ Share this with your network
➕ Follow Benoîte Yver for more.
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