This PPT slide, part of the 14-slide Sales Force Effectiveness - Diagnosis & Correction Framework PowerPoint presentation, presents a detailed analysis of sales capacity requirements for account executives, focusing on various operational models. It outlines four distinct scenarios: the current model and three alternative options, each with specific metrics related to the number of account executives (AEs) needed, their available selling time, call frequency, call length, and the annual number of target accounts.

The current model requires 30 AEs, with each AE dedicating 88 hours per month to selling, resulting in a call frequency of 2.5 per month and an annual total of 1,056 calls. This model emphasizes a targeted approach, focusing on a limited number of accounts.

Option 1 significantly increases the number of AEs to 130 while maintaining the same available selling time and call frequency. This model aims to enhance overall capacity without engaging with medium or small accounts, targeting a total of 4,600 accounts.

Option 2 reduces the number of AEs to 23, but increases their available selling time to 100 hours per month. This option lowers the call frequency to 0.5 per month, suggesting a more strategic targeting of only "A" accounts, with the same annual target account total of 4,600.

Option 3 is not detailed in the visible content,, but the tactics for each model are clear. Each option presents a different strategy for managing sales capacity, highlighting the trade-offs between the number of reps, time spent selling, and the frequency of calls. This slide serves as a critical decision-making tool for executives contemplating how to optimize their sales force structure.

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