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# Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge

## Details

**Authors** George Brontén

**Year** 2025

**Publisher** Membrain blog

**Kind of work** magazine

**Discipline** Business & Management

**Kind of engagement** scholarly

**Applied** false

[Read it](https://www.membrain.com/blog/capacity-beats-efficiency-how-vmcl-gives-complex-sales-teams-the-edge)

## In authors' words

### What they found (results)

Contends that for complex B2B sales teams, building capacity through properly designed systems outperforms squeezing efficiency out of existing processes, since added headcount or speed cannot fix a structurally leaky system.

## Commentary

### In short

Applies the Cabreras' VMCL model, and specifically their definition of capacity as 'the energy to do the mission,' to sales organization design, treating the sales function as a system whose parts either support the mission or leak effort.

**Patterns it shows** S, R

**Added** 2026-09-20

**How to cite this** George Brontén (2025). Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge. Membrain blog.