Sales Capacity Is the Intersection of Time, Workload, and Talent

We didn't know exactly what time it was—late in the United States but early morning in France. The SalesGlobe consulting team had been up most of the night crunching quota numbers and looking at territory scenarios following an all-day meeting where our client's theater managers from the Americas, Europe, the Mid-dle East and Africa, and Asia-Pacific had reviewed and questioned the bottom-up quota estimates from the geographic managers in each theater.