The Vision 2.0 Variable

Using the Vision 2.0 Variable

Do you own a successful business? Is your plan to keep growing that business? If so, then then the Vision 2.0 Variable can help!

Topics: Vision 2.0 Capacity Planning Employee Productivity Business Development

Defining Technical Capacity in Sales Capacity planning

Capacity Planning Variable -Technology Factors

“The most exciting breakthroughs of the 21st century will not occur because of technology but because of an expanding concept of what it means to be human”- John Naisbitt

This article spends time defining the technical variables were introduced in a previous article Vision 2.0 Sales Capacity Planning.  This is one of a series of  on Vision 1.0 to Vision 2.0 transitions.

Topics: Sales Capacity Planning Capacity Planning Technical Advantage Technical Capacity Planning

Vision 2.0 - Sales Capacity Planning

When planning for a year, plant corn. When planning for a decade, plant trees. When planning for life, train and educate people.” - Chinese Proverb

Early in my career, I supported the technology for sales teams and marketing departments.

In one company, the turnover rate for one of the sales team roles was very high. I watched 12 salespeople cycle through the role. Finally, a new sales person came onboard who sold more in one month than everyone else combined.

The management became more enthusiastic and chose to add a second sales person hoping to double sales... but the plan failed.  The second salesperson provided less than 10% more sales per year compared to the top salesperson.

This introduces us to the problem of how to calculate sales capacity.

Topics: Sales Capacity Planning Capacity Planning Sales Planning Sales Carrying Capacity