CHAPTER 6
Sales Capacity: The Third Dimension of Success
It was the big fish eating the little fish, and the even bigger fish eating the big fish. We, the client project team, were in Europe working with a manufacturing company. It was late in the United States but early morning in France; we really had no idea what time it was. Our consulting team had been crunching quota numbers and looking at territory scenarios most of the night following an all-day meeting. At that meeting, the theater managers from the Americas, Europe, the Middle East and Africa, and Asia Pacific had reviewed and questioned the bottom-up quota estimates from the geographic ...
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