Understaffed sales teams miss opportunities and fall short of revenue goals. A bloated sales team increase costs and hinder profits.

Finding the ideal balance for sizing your sales team is a difficult challenge. Getting it right requires methodologies, tools, and above all, expertise you may lack.

Sales Benchmark Index (SBI) guides you through the sales force sizing process with:

  • Account and territory potential analysis
  • Bottoms work load analysis to determine resources needed to serve customers
  • Advice to avoid common sizing mistakes such as:
    • Constant percentage of revenue
    • Territory split threshold
    • Grow as you go
    • New product neglect
    • Rob Peter to pay Paul
    • If it ain’t broke, don’t fix it
  • Five sizing tests are considered:
    • Customer
    • Turnover
    • Activities
    • Competition
    • Fiscal
  • Three sizing calculators are considered:
    • Activity
    • Pipeline
    • Return on call
  • A 3-year headcount plan is created
  • No other firm has developed headcount plans for more companies in more industries.
  • SBI’s methods and tools have become standard operating procedure for many of the Fortune 500.
  • The SBI consultants who lead sales force sizing projects are former sales operations directors and have been certified in SBI’s methods.

Sales Headcount Analysis Case Study

Sales Headcount Analysis Case Study