The annualised rate at which reps leave, measured per tenure band from the roster's end dates. First-year attrition is usually several times the mid-tenure rate, and a single flat rate hides it.
Four new hires at 28 percent first-year attrition lose more than one before they ramp. A flat 12 percent spreads that across the tenured team.
Expected capacity per month is productive capacity less the band's attrition, so the plan carries the losses it will actually have.
From the roster: leavers in a tenure band over average headcount in that band, annualised. Bands are usually under one year, one to two, two to five, and over five.
Twelve of forty first-year reps left: 30 percent. Among reps of two to five years, four of fifty left: 8 percent. Overall attrition of 17 percent hid that nearly all the loss is in year one.
One attrition figure for the whole team. It points at pay or management when the problem is hiring or onboarding, which only the tenure split shows.