Decision Tool

The Forrester Sales Productive Capacity Calculator

October 5th, 2020


Sales productive capacity is the fully productive available selling capacity to perform a given workload. It equals the sum of staffed occupancy, unstaffed productive yield, onboarded productive yield, and workload impacts, less sales force turnover. The Sales Productive Capacity Calculator helps sales and sales operations leaders take a data-driven approach to understanding and measuring their sales teams’ productive capacity and identify levers to apply to improve sales capacity. Users can model the sales productive capacity of a sales role in a future period compared to a current or prior baseline period to optimize sales coverage sizing and assess the impact of workload and capacity changes.

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