This document provides a 5-step process for sales managers to calculate their sales capacity in one hour. The steps include: 1) Updating the total number of customers, 2) Calculating effective sales days, 3) Filling in the average visits per salesperson per day, 4) Defining visits per customer group per year, and 5) Calculating the number of visits per salesperson per year. The process results in a sales performance dashboard that analyzes a salesperson's planned capacity versus actual sales capacity.

1. ONE HOUR
Workshop
Sales Capacity
Calculated
Calculate Your
Sales Capacity
Making Results
in ONE Hour
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2. Introduction
• For Sales Managers from the manufacturing and service industries
who want to get insight into their sales performance rapidly.
• Here is my simple 5 step process to calculating your effective sales
time.
• Step 1 – Update Number of Total Amount of Customers
• Step 2 – Calculate Effective Sales Days
• Step 3 – Fill in Average Visits per Sales Person / Day
• Step 4 – Define Sales Visits per Customer Group / Year
• Step 5 – Number of Sales Visits per Sales Person / Year
• Dashboard: Sales Performance Development
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3. STEP1:Update the Number ofCustomersinEachBusinessArea
Fillinthenumberofcustomers from yourDatabase.
BusinessArea No.ofCustomers
ManufacturingIndustry 467
Process Industry 168
Health 47
Total 682
Step 1 – Update Number of
Total Amount of Customers
• The first step in the program
is to update your number of
customers in each business
area
• Fill in the number of
customers from your business
area database
• See example >>>
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4. Step 2 – Calculate Effective
Sales Days
• The next step is to calculate
how many days the sales
persons have available for
visiting customers
• Add items as you like. In the
example a sales person has
150 effective sales days
• See example >>>
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STEP 2: Calculate Effective Sales Days
Fill in the number of days for each rowbelow
Event No. Of Days
Full Year 365
Weekends 105
Red days 9
Vacation 21
Working days 230
Training 10
Internal Meetings 20
Administration / Follow up 50
Effective Sales Days 150

5. Step 3 – Fill in the Average
Sales Visits per Sales
Person / Day
• Here you’ll fill in the names of
your sales people and the
average number of sales visits
per effective day.
• Fill in your sales person’s
names and their average
visits per day
• See example >>>
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STEP 3:Sales People & Visits per Day
Fill in the Names and Visits per Day
Sales Person Visits per Day
John Smith 3
Jennie Johnson 2,5
Mark Tompkins 3
Jan Simpson 3,5
Ellie Mc Kaye 2,5
Jose Fernandez 3

6. STEP 4: Visits per Customer Category
Define the number of visits per year for each
customer category
Customer Size Number of Visits Yr
A 4
B 3
C 2
D 0
Step 4 – Define Sales Visits
per Customer Group / Year
• Now you’ll define the sales
visits per customer group and
year.
• Define the number of visits
for each customer category
per year
• See example >>>
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7. Step 5 – Number of
Customer Visits per Sales
Person /Year
• Finally you’ll fill in the
number of customers from
the database for each sales
person
• For each sales person, fill in
the number of customers in
each category
• See example >>>
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STEP 5: Calculating Visit Capacity
per Sales Person
Fill in the number of customer in each category
for each sales person
Number of Customers
Sales Person A B C Total
John Smith 7 12 90 109
Jennis Johnson 11 18 65 94
Mark Tompkins 16 15 85 116
Jan Simpson 17 39 96 152
Ellie Mc Kaye 10 27 67 104
Jose Fernandez 11 21 75 107
Total 72 132 478 682

8. Sales Time Calculation Dashboard
Calculating Effective Sales Time
0
50
100
150
200
250
300
350
400
450
500
Manufacturing Industry Process Industry Health
No. of Customers
0
0,5
1
1,5
2
2,5
3
3,5
4
John Smith Jennie Johnson Mark Tompkins Jan Simpson Ellie Mc Kaye Jose Fernandez
Visits per Day
0
0,5
1
1,5
2
2,5
3
3,5
4
4,5
A B C D
Number of Visits per Customer Group / Year
0
20
40
60
80
100
120
140
160
John Smith Jennis Johnson Mark Tompkins Jan Simpson Ellie Mc Kaye Jose Fernandez
Number of Total Customer Visits per Sales Person /Year
Number of Customers A Number of Customers B Number of Customers C
0%
10%
20%
30%
40%
50%
60%
70%
80%
0
100
200
300
400
500
600
John Smith Jennis Johnson Mark Tompkins Jan Simpson Ellie Mc Kaye Jose Fernandez
Sales Performance Development
Planned Capacity Plan %
Dashboard: Sales
Performance
Development
• This is the result of your one
hour work: The Sales
Performance Development
Dashboard
• Analyse and communicate
planned versus actual sales
capacity per Sales Person.
• Use the tool to increase sales
efficiency
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10. Making Results in ONE Hour
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