y ($ Million) ($ Thousand) ($ Million) Average Rogers Communications Broadcasting $3,504 $3,762 $352,002 Global Crossing Ltd. Telephone long distance $3,789 $17,252 $348,216 SK Telecom Co., Ltd. Tele-cell $3,910 $13,597 $363,089 China Mobile Limited Tele-cell $4,665 $84,732 $352,595 Sprint PCS Group Tele-cell $6,341 $23,382 $372,904 Alltel Corporation Telephone $7,067 $17,227 $362,469 AT&T Wireless Group Tele-cell $7,627 $50,589 $368,493 Korea Telecom Corp. Telephone $10,375 $20,699 $348,046 Cable and Wireless PLC Telephone $14,630 $28,876 $336,238 Sprint FON Group Telephone long distance $17,688 $21,064 $320,046 BCE, Inc. Tele-cell $18,094 $24,133 $332,021 Qwest Communications Int. Telephone $18,954 $66,956 $314,687 BellSouth Corporation Telephone $26,151 $80,215 $308,428 France Telecom Telephone $27,000 $78,076 $288,014 British Telecommunication Telephone $29,757 $57,256 $279,183 Deutsche Telekom AG Telephone $36,417 $87,162 $267,139 SBC Communications Inc. Telephone $51,476 $157,638 $264,600 Verizon Communications Telephone $64,707 $141,828 $261,859 AT&T Corporation Telephone long distance $65,981 $82,950 $288,394 Nippon Telegraph & Telep. Telephone $100,830 $112,723 $317,559 $558,704,000,000 Appendix A Figure A-4 $500,000 Cumulative weighted average revenue per $450,000 employee as a function of company $400,000 size (with whole range of revenues). $350,000 $300,000 $250,000 $200,000 $150,000 $100,000 $50,000 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 APPENDIX B Calculating Your Sales Staff Number This appendix posits a hypothetical revenue stream and then calculates the number of salespeople needed to achieve it, using the Rule of 78, assuming a given quota (say, $9,000/month/salesperson). Suppose, for example, that yearly revenue was $13.1 million for year 1, $80.5 million for year 2, and $210.1 million for year 3. If you were to size the sales force for year 2, you could not simply take $80.5 million and divide by 78x9,000=702,000. (The Rule of 78 says that the $9,000 secured in Janu- ary contribute