Build a Rep Capacity Model Step by Step
Calculate whether a book fits one rep's real capacity using required touches and available selling time.
A mid-market AE owns 12 strategic accounts, 24 growth accounts, and 28 pooled accounts. Strategic accounts require 3 hours per month each, growth accounts 75 minutes per month each, and pooled accounts 25 minutes per month each. The AE has about 105 selling hours per month after internal meetings and admin. Does the book fit? Required workload per tier -> total monthly hours -> compare to real selling capacity -> redesign if overloaded. The common shortcut is to count logos instead of costing the touch model. That hides the labor inside the book and makes every later quota conversation noisier.…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in