I see it time and time again. A company, seeking to accelerate revenue growth and customer acquisition, makes the obvious decision to hire more salespeople. Every time (for purposes of accuracy, 95% of the time) I have the same reaction (as I bring my hands to my head in dismay):
There’s a simple acid test that virtually any small or mid-market organization can use to determine if the time has come to hire salespeople. The acid test is “Do we have more high quality, right-fit leads than our existing sales team can manage?”
If the answer isn’t a definitive “YES!!,” then DON’T. HIRE. SALESPEOPLE. (YET).
I realize this advice is counter-intuitive. I understand that your board, your investors, hell, even your CEO (if she’s not the one reading this) are not going to like this take. I get that your VP of Sales quantifies his importance and domain by headcount (if some is good, more must be better). Your peers will look at you like you’re crazy, but I challenge you to think about this: