We are talking here Sales Force Management, as part of SFA we are going to talk today Sales Potential.
This method is based on the assumption that performance of the set of activities contained in the job description represents one sales personne unit. A particular sales person may represent eithe more or less than one sales personal unit.
If the individual's performance is excellent, that individual may do the job of more than one unit, if the individual performance is below par, he or she may do less. If management expects all company sales personnel to perform as specified in the job description, then the number of salespersons required equals the number of units of sales personnel required.
Generally it is observed sales descriptions are constructed on management's assumption that they describ what the average sales person with average performance with accomplish.
ref: SFA Software