{"id":43395,"date":"2026-01-19T16:48:57","date_gmt":"2026-01-19T16:48:57","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43395"},"modified":"2026-01-19T16:48:57","modified_gmt":"2026-01-19T16:48:57","slug":"calculating-value-numbers-you-should-know","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/calculating-value-numbers-you-should-know\/","title":{"rendered":"Calculating Value: Numbers You Should Know"},"content":{"rendered":"<p>Los c\u00e1lculos de valor se basan en una serie de constantes que todo vendedor de cara al cliente deber\u00eda aprender y memorizar. He aqu\u00ed algunas:<\/p>\n<ul>\n<li>Working Days per Year: About 238 for the average U.S. company (that\u2019s 365 days minus weekends, holidays, two weeks of vacation, additional personal time off, sick leave, etc.). The specific numbers will vary depending on industry and region. For example, in France the number is about 216 and in Germany it is about 230. Of course, people at start-ups work about 400 days per year!<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<ul>\n<li>Working Hours per Year: This is dependent on the number of working days per year, and the number of hours worked each day. Someone who works 238 x 8-hour days per year spends about 1900 hours laboring annually; those who have a bit more time off and work 220 x 8-hour days invest about 1760 hours in their firms each year. 1800 hours is a reasonable average, but again you should investigate the specific numbers for your prospects\u2019 situations.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<ul>\n<li>Tarifas ETC: FTE es \"Full Time Equivalent\", es decir, equivalente a tiempo completo. <em>completo<\/em> coste de un empleado. Incluye el salario y otras retribuciones, las prestaciones y la parte de los gastos generales de la empresa que se atribuyen a ese empleado. Este \u00faltimo componente puede incluir el espacio de oficina, el equipo de oficina y los servicios asociados.<\/li>\n<\/ul>\n<p>In simple terms this can be broken into two components: compensation and burden (or \u201coverhead\u201d). Knowing typical rates for both enables the kinds of calculations we\u2019ve enjoyed (ahem) earlier in this series of posts. Burden rates generally range from about \u00bc to \u00bd of the employee\u2019s salary for office-based businesses but can go up much higher for industries that have more equipment or supplies required, such as in manufacturing and healthcare.<\/p>\n<p>As\u00ed, una vez que conozca la remuneraci\u00f3n media de los empleados de sus clientes potenciales y su carga t\u00edpica, podr\u00e1 calcular r\u00e1pidamente sus tasas ETC. Por ejemplo, alguien que gana $100.000 al a\u00f1o y tiene una carga 1,5x tiene una tasa ETC de $150.000. \u00a1Simple aritm\u00e9tica!<\/p>\n<p>Are there other numbers or \u201cconstants\u201d you should know? Yes, most likely, and these will depend on the nature of your offerings and your prospects\u2019 industries and locations. In the world of chemistry (my background), one can expect that a typical traditional bench chemist can complete about one experiment per working day (depending on the <em>tipo<\/em> of chemistry, of course!). You can probably find these constants for your situation in a few web searches.<\/p>\n<p>&nbsp;<\/p>\n<p>For more, see &#8220;Let&#8217;s Talk About Value&#8221; starting on page 156 in\u00a0<em>Hacer descubrimientos:<\/em><\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Value calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working<\/p>","protected":false},"author":2,"featured_media":43396,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[7],"class_list":["post-43395","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43395","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=43395"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43395\/revisions"}],"predecessor-version":[{"id":43397,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43395\/revisions\/43397"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43396"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43395"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43395"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43395"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}