The process of optimizing the allocation of sales resources for business development is neither obvious nor simple.

A limited or narrow focus on one or two key areas of sales performance improvement vs. a holistic systems review leads to sub-optimization of business development results.
Only with an in-depth analysis of the business development continuum can effective allocation of sales resources be best achieved.

Current systems, if they exist at all, typically do not track alignment of sales/activities with specific business development objectives.
Organizations typically operate under the misconception that improvement in one or two key areas will lead to sales force optimization.
Sales management's perception that sales professionals can and do effectively allocate their sales resources, therefore, requiring minimal management guidance and/or intervention.

Sales management normally pursues paths of quick fixes and incremental improvement vs. a significant system change leading to substantial gains in business development.
Proper assessment and definition of your organizations sales processes leads to better sales resource allocation and identifies the science of the art of selling.
The time, knowledge, ability and vision for developing a comprehensive system for optimizing sales resource allocation within the business development continuum is not available in most organizations.