Bridget O. I've done this once, and before talking about it I'd say I wouldn't recommend it, the juice generally wasn't worth the squeeze. Depends on the company context but there are typically better ways to solve the macro problem, which is probably something like “close more pipeline”. The core idea is a daily data model with daily cohorts. Every day that goes by for every rep, we write down the set of new leads delivered and create a cohort. Then each day can be included / excluded from macro pacing calculations based on OOO or what have you. The key is to calculate all this capacity and performance at the daily cohort level to keep things apples to apples and not accidentally blend results. Then you can aggregate up to the weekly/monthly/quarterly level after. Typically the right place to do this calculation is in a data warehouse that has access to all of the stuff needed, not just CRM. Then you can feed the results back into CRM for visibility. It's possible to do in a spreadsheet, but I wouldn't recommmend it with any more than a handful of reps as it will get unwieldy fast with daily cohort calculations.
