SBI's Workload Capacity Model for Annual Planning is an advanced Excel resource for sales operations leaders and COOs to use when optimizing sales team efficiency. This model features two critical components: the "Tops Down" and "Bottoms Up" models. These models provide a comprehensive framework for assessing and managing sales team workloads, ensuring maximum productivity and efficiency.
- The tops down model offers a strategic, high-level approach to workload management. It includes factors like fiscal year targets, average deal sizes, and number of deals won, providing a macro view of the sales objectives. This model is ideal for setting overarching goals and aligning them with the team's capacity.
- The bottoms up model, in contrast, delves into the granular aspects of workload management. It breaks down the total available hours in a year, categorizes activities (selling vs. non-selling), and calculates the required hours for various sales stages and activities. This detailed analysis is crucial for understanding the day-to-day workload of sales representatives and ensuring a balanced distribution of tasks.
Both models incorporate critical sales metrics and stages, from recognizing needs to closing deals. It's particularly valuable for balancing strategic objectives with the practical realities of individual and team capacities.
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