Measuring and Improving Sales Productive Capacity

The gap between a sales organization’s staffed capacity and true selling capacity is often a hidden contributor to poor performance. Sales operations leaders should take a data-driven approach to closing a capacity gap by building models that link productive capacity and sales outcomes. Defined models of baseline productive capacity allow sales organizations to prioritize and adjust change levers to drive greater performance. In this report, we introduce a data-driven way to measure true sales capacity and the impact of improvements.