Context
The growth narrative is that the team invested in headcount, pipeline responded, and revenue will follow once the new hires ramp.
Symptom
The diagnostic is the per-rep revenue trend segmented by tenure cohort.
Cause
The signal to watch is the pipeline-to-revenue conversion rate segmented by rep tenure.
Impact
The Ramp-Adjusted ROI calculation requires two inputs that most organizations track but rarely combine: the fully-ramped revenue per rep baseline (from tenured reps) and the historical ramp curve (from prior hiring cohorts).