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Sales Force Sizing Tool
The "Sales Force Sizing Tool" will help you determine the optimum size of your sales team based on the number and types of customers/prospects that you have, the frequency of calls that must be made to them, and the percentage of time that salespeople can devote to actually making calls on customers/prospects.
Definitions (Click to Open)
CFU: Is the acronym for "Call Frequency Unit." A call frequency unit is a sales person customer/prospect contact. One unit is one call or contact.
A, B, C Customers: Assign your customers to categories based on factors that are important to you: size of account; potential of account; number of purchases made a year; etc. An "A Customer" is your best customer type, for example one that buys the most and is most profitable and offers the greatest opportunity to sell more into. Your "C Customer" would be your worst customer type based on the characteristics that are important to you.
Influencer: An "Influencer" is a contact that has a direct impact on your being able to make or improve your sales to your customer sets. It might be an industry press contact, a research firm, government agency, etc.
New Leads: A "New Lead" is a qualified prospect that has been recently generated or acquired through marketing activities or prospecting by your sales team.
Working Capacity: "Working capacity" of a salesperson is the total amount of time they can devote to real time contact with their customers and prospects. This is the time they can actually devote to selling verses the time devoted to administrative activities.
Instructions (Click to Open)
In Section 1 - Existing Sales Team. Enter the number of people on the sales team, the average number of visits or calls they can make per day, per person, the number of working days available for making calls.
Section 2 - Call Frequency. Involves breaking down your customers into groups based on the type of customer they are and the number of calls needed per year to that type of customer or prospect.
In Section 3 - Capacity. Here you make adjustments for the actual amount of time that salespeople can devote to making calls on customers and prospects. Based on capacity, this calculation will determine the optimum size of the sales team and number of additional salespeople you may or may not need to achieve your call goals for the year.
You may reset all factors to "0" to start over or when you are finished using the tool by clicking the RESET button at the bottom. You save a PDF copy of this analysis by clicking the PRINT button at the bottom. You can also save the evaluation to your browser if you're not able to complete it in one sitting. Just save the results, then open the file later.
Check the box to the right of each section title to close that section for better viewing.
For definition of terms, open the defintions section below the calculator.