article | August 27, 2017
Growing Sales Doesn’t Always Mean Growing Headcount
Is the best way to hit the revenue number to hire additional sales staff, or is it more advantageous to get more from your existing staff? There may be a more profitable alternative. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Identifying the Problem:
Do your clients need more time from your reps? Are you losing the ability to talk with the prospect much less close the sale? Does your existing sales staff have the bandwidth to increase sales? Are your reps spending valuable time producing sales reports and doing lead generation?
These issues need both a quantitative and qualitative look in order to maximize sales team results.
At first glance, it would seem that you need a bigger sales staff. But before you go through the expensive and lengthy process to hire and onboard, you should consider the following analysis.
Factors to Consider – Quantitative/Financial and Qualitative:
It’s one thing to measure how a sales rep is doing with quantitative factors. But how are they serving their customers? Are their customers feeling effectively cared for? Consider the following to determine whether to increase staff.
Determining the Strategy
As with most business issues, the best answer considers both the qualitative and quantitative factors. It’s often tempting to rely on the math. But the best strategy considers quality just as much as quantity. This especially holds true when adding to a long-term and expensive investment like increasing headcount.
If you would like to spend some time with me diving into the best sales structure to drive your revenue, come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.
Photo Source: Humphery, Shutterstock
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