How to determine if you should hire more sales reps.

On this week’s SBI Insider Video Podcast we discuss the topic of Sales Headcount Planning. The question we explore is whether “to hire, or not to hire” in order to make your sales number.  


Too many reps and you will destroy profits. Too few reps will make it harder to hit your number than it needs to be. My colleague Ryan Tognazzini and I discuss whether or not to add heads to fill a gap or meet an annual quota increase.


The big takeaway is ensuring you have alignment across functional departments and a documented sales strategy before making these important investment decisions. 


Download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and review the People guidance that begins on page 285 of the PDF.


In the second segment we focus on hiring to makeup an in-year gap. If I’m 20% behind my year-to-date number, How should I think about adding headcount?  


Watch as we discuss two scenarios where headcount planning might come into the picture for you: 


  • Scenario 1: Your annual quota increases. You are in your annual planning process for next year. You receive your sales number and the goal increases.
  • Scenario 2: You’re short of your year-to-date goal. You need to make up ground to get to the number this year. 


If you need more help with your people strategy, download our 10th annual workbook, How to Make Your Number in 2017. To request a workshop with a talent expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.


Scott Gruher

Orchestrates and designs the perfect project strategy, one engagement at a time, to ensure that every SBI client makes their number.

Scott joined SBI in 2010 with years of hands-on experience in sales leadership and enterprise selling. Since his arrival, he has helped dozens of organizations dramatically accelerate growth, from Fortune 10 organizations like Phillips 66 to fast-growing cloud service organizations like InfusionSoft. Scott specializes in cross-functional alignment. He helps leaders align around the growth goal and design the right processes to bring the strategy to life. His unique combination of real world experience and a pragmatic approach to problem solving have made him one of SBI’s most demanded resources.

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