Drive Smarter Sales Decisions
Lative connects sales strategy with real-time execution through a closed-loop system that turns bottom-up operating data into structured plans to ensure you hit your targets.
How It works
Power Sales Planning
Three revenue questions every team must answer
Sales Capacity
Will we hit our number?
Formula
Capacity = Headcount × Productivity
Why It Matters
- Shows whether you have enough productive capacity to hit plan.
- Helps guide hiring, territory and resource allocation.
- Improves forecasting and target setting.
Sales Productivity
How will we hit our number?
Formula
Productivity = (Revenue / Rep) / Time
Why It Matters
- Measures actual true sales performance.
- Builds realistic plans and helps set achievable, data-driven targets and quotas.
- Tracks the impact of strategic initiatives like hiring, org changes, and AI.
Sales Efficiency
Can we hit it efficiently?
Formula
Efficiency = Cost + Productivity + Time
Why It Matters
- Drives profitable efficient growth.
- Maximises ROI by showing what’s working and what’s not.
- Informs better investment and budget decisions.
Lative makes those answers clear by connecting Sales Capacity, Sales Productivity, and Sales Efficiency all in one place
Insights
Sales Visibility
Spot the real drivers of Performance
Lative brings top-down targets and bottom-up execution data together into a single live model. Capacity, productivity, attainment and pipeline velocity are updated automatically, so plans stay accurate, actionable and aligned.
KEY FEATURES
Sales Productivity
Track real-time revenue per rep, ramp times, tenure performance, and pipeline contribution across any dimension, compared to previous periods.
Account Management
See shifts in account revenue and how it changes over time, so hiring, territory, and quota decisions can be adjusted before targets are missed.
Sales Efficiency
Understand revenue versus sales cost, Return on Investment (ROI) by business dimension like region, territories, and channels, and see where your ROI is strengthening or reducing.
PLAN
Live Capacity Models
Build sales plans you can trust
Lative’s Planning module builds plans on live Capacity Models, so you can keep quotas, headcount, and revenue goals aligned, no matter how the markets shift. Create short and long-term capacity plans and test “what-if” scenarios.
KEY FEATURES
Planning
Instantly model quota capacity, build and align targets and quotas to real productivity, model headcount and attrition impact, and connect top-down revenue targets to bottom-up capacity without sacrificing efficiency.
Simulations
Scenario modelling for hiring, productivity changes, strategic initiatives to understand their revenue impact before you commit.
Connected to your tech stack
Pull live data from multiple sources like CRM, HRIS, and finance tools and data warehouses/lakes so every model reflects real-world inputs.
Execute
Real-Time Tracking
Track execution and adapt fast
Lative connects your sales planning with real-time execution tracking, so you always know whether you’re ahead or behind and why.
KEY FEATURES
Live progress vs. plan
Monitor quota attainment, pipeline health, and coverage in one view.
Account Management
Identify gaps in execution before they derail the monthly and quarterly goals.
Sales Efficiency
Adjust forecasts and re-model capacity as new data comes in, keeping planning and execution connected
Integrations
Empowered revenue teams
Consolidate your data across 150+ diverse data sources to provide a single source of truth in real-time.
- Merge all sales and team data.
- Eliminate manual data handling and reduce redundancies.
- Integrate historical data to enhance accuracy in trend analysis.
- Merge all sales and team data.
- Eliminate manual data handling and reduce redundancies.
- Integrate historical data to enhance accuracy in trend analysis
FAQs
Product Information
How Lative Works
How do capacity models help with revenue planning?
Capacity models show how changes in hiring, ramp, or quotas impact future revenue. With Lative, you can run these “what-if” scenarios in minutes to see revenue impact before committing budget or headcount.
How does Lative improve sales productivity and efficiency?
Lative connects team activity, performance and cost data in one place so you can see what’s driving productivity and where efficiency is leaking.
How is Lative different from BI or reporting tools?
BI shows what happened. Lative shows what’s going to happen (and how to fix it) by tying planning and execution data together.
How quickly can we get up and running?
Most teams get live insights within days using plug-and-play integrations.
Does Lative help with quota planning?
Yes, quotas can be built directly on Capacity Models so they’re aligned to headcount, productivity and revenue targets.