Key # Sales

Accoun Employee Potential per

Per month per employee PC Consum 0.4 t 1 s 50 month 20
No of Customers 8 2 30 12
Desired Market Share 20% 3 60 24
Working days of TSO 25 4 100 40
No of sales calls per day 4 5 150 60
Minimum sales call per quarter 1 6 100 40
Minimum sales call per year 4 7 80 32
Actual Target (Sales Potential * 0.2) 605 8 60 24
Sales Calls per quarter 300 Total 252

Based on equitable workload, you have to allocate sales territo

Also, write below the sales quota of each TSO.

TSO 1 297 computer per year

TSO 2 307 computers per year

Manning costs: In B2B SaaS Quota to Salary is about 8x, cons

We can assume 15x as the base salary
42000 Total salary of manning 1 TSO

Order Size 1000 per month

No of visits 4 per month Break Even Sales Volume
Cost per call 50 Cost per Call * # of calls to close / Selling Costs as %
Total cost per month 200 2000
E/R 20%
Expected E/R 10% Opportunity Cost Decision
Low Volume vs High Volume Customer
 Sales Actual Target # of calls Key account
# of calls
Potential per Sales per req. per mapped to TSO
req. per qtr
year 240 year 48 year192 48 TSO 1 #
144 29 115 29 TSO 2
288 58 230 58 TSO 1
480 96 384 96 TSO 1
720 144 576 144 TSO 2
480 96 384 96 TSO 1
384 77 307 77 TSO 2
288 58 230 58 TSO 2
3024 605 2419

kload, you have to allocate sales territories to your TSOs in the chart above by allocating him/her certain key accounts.
es quota of each TSO.

15,120,000

SaaS Quota to Salary is about 8x, considering computers not so heavily technical given the simplicity compared to software
the base salary
manning 1 TSO

ales Volume
# of calls to close / Selling Costs as % of sales

ost Decision
s High Volume Customer
im/her certain key accounts.

e simplicity compared to software