Sales capacity
How much time reaches prospecting, customers and high-value commercial conversations?
Our Insights / Research & benchmarks
Original research / 2027 · In developmentThe State of B2B Sales Capacity.
We are building an annual benchmark into how Dutch B2B organisations actually organise commercial growth. Not what the operating model says on paper, but where time goes, what gets repeated, what gets lost and how teams learn.
Register your interest to receive the research when published in 2027.
Research into the commercial organisation behind growth.Original research / 2027
de grijffOriginal research
The State of
B2B Sales
Capacity.
B2B Sales
Capacity.
2027Dutch B2B organisations
Research in development
Research in development
Programme preview · Findings have not yet been published.
The question behind the research
How much capacity actually reaches commercial growth?
Headcount alone does not explain commercial capacity. Preparation, administration, fragmented systems and unclear handovers all shape how much attention a team can give to customers and new opportunities.
We want to understand how organisations organise that work in practice: where capacity is used, where it is constrained and what helps teams become more consistent.
One research programme. A year of useful commercial intelligence.
Five areas of investigation
Where commercial capacity is created. And where it is lost.
Five connected themes will guide the programme, from the allocation of time to the way commercial teams preserve knowledge and use new technology.
Outbound continuity
How many organisations run proactive market development as a system rather than a campaign?
CRM discipline
How consistently are context, activity and next steps captured across the commercial team?
Founder dependency
Where is growth still concentrated around the founder or a small number of key individuals?
AI & commercial work
Where is AI genuinely improving preparation, consistency and learning — and where is it mostly noise?
Designed to be useful
Research that helps you ask better commercial questions.
The programme is being developed for leaders who want to understand how commercial work is organised — and where their own organisation could improve.
Perspective
Put your way of working in context.
Explore patterns across Dutch B2B organisations and consider what they reveal about your own commercial model.
Understanding
Look beyond the headline numbers.
Connect capacity with continuity, CRM habits, founder involvement and the practical use of AI.
Discussion
Bring useful questions to your team.
Use the findings to discuss priorities, challenge assumptions and decide where closer investigation is worthwhile.
The research is in development. The final scope, methodology, sample and publication date will be shared as the programme takes shape.
Receive the research
Make room for a better-informed 2027.
Leave your details to request The State of B2B Sales Capacity when it is published. We will use them to deliver the research and communicate about its release.
PublicationPlanned for 2027 · Exact date to be announced
Research focusDutch B2B commercial organisations
Your registrationA request to receive the research, not a survey response
Before you register
A few practical details.
When will the research be available?
Publication is planned for 2027. An exact release date has not yet been set.
Who is the research for?
Founders, managing directors and commercial leaders interested in how Dutch B2B organisations organise growth.
Does registering mean taking part?
No. This registration requests the research. It does not submit answers or enrol your organisation as a research participant.
Can I withdraw my request?
Yes. Email info@degrijff.com if you no longer want to receive it.