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. 


It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


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. 


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job




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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