01 / SALES CAPACITY
Where does senior commercial time actually go?
We look at how much of the week reaches valuable customer and prospect conversations versus internal coordination, fragmented admin and scattered follow-up.
Protect selling time →↗Frameworks & tools / Sales Capacity Assessment
Sales Capacity Assessment
See where experienced commercial capacity is really going — and where structure, ownership or focus is getting in the way of better B2B conversations.
Where does commercial capacity go?Assessment
The question behind the tool
Where does your commercial capacity actually go?
Growth rarely slows because a sales team suddenly stops being capable. More often, experienced people become responsible for too many different activities.
Experienced people become responsible for researching accounts, developing markets, maintaining CRM, chasing follow-up, qualifying opportunities and looking after customers.
The assessment looks at the commercial system around the team. It helps make visible whether the right work has a clear owner, whether market knowledge is shared and whether your best people spend enough time in conversations that genuinely need their expertise.
“Structure creates focus. Focus creates better conversations. Better conversations create lasting commercial growth.”Start the assessment →
What the assessment looks at
Four questions we answer before improving commercial capacity.
Instead of starting with volume, we first understand where senior time goes, which parts of the commercial model lack ownership and what the organisation should learn from every interaction.
02 / MARKET DEVELOPMENT
Which target accounts deserve more structured attention?
Relevant growth rarely comes from broad volume alone. We assess whether the right accounts, segments and decision makers are being developed consistently.
Create market focus →↗03 / OWNERSHIP & HANDOVER
Where does momentum get lost between teams?
Commercial progress slows when marketing, business development and sales do not share clear ownership, qualification points and next steps.
Clarify the route →↗04 / COMMERCIAL MEMORY
What should the organisation learn from each interaction?
We assess whether account context, timing signals and decision-maker insight become reusable commercial memory instead of remaining personal.
Make knowledge reusable →↗Start the assessment.
Your result is calculated here in your browser; your answers and details are saved securely so De Grijff can follow up.
01You & company
02Organisation
03Your situation
04Consent
A useful output, not just a score
Example assessment outcome.
The result combines an overall capacity index with the pattern behind it: where commercial time is being absorbed, where the system is already strong and which operating-model question deserves attention first.
Example / Commercial Capacity Profile
62/ 100
capacity index
capacity index
There is enough commercial capability in the organisation, but senior capacity is being diluted by inconsistent market development and work that sits too close to experienced salespeople.
Primary constraintSales capacity
Strongest capabilityCRM & commercial memory
Recommended focusProtect high-value selling time
01Sales capacity58
02Market development46
03Ownership & handover71
04CRM discipline & commercial memory74
What this pattern suggests
Create capacity before adding more activity.
The organisation does not primarily need more commercial volume. The example points to a capacity issue: senior people are carrying too much of the work around prospecting and follow-up, while market development is not yet systematic enough. A sensible first question is which activities can be organised outside senior sales without losing commercial quality.