Stop hiring salespeople without pipeline!

I'm still seeing this regularly in consultations. 

- CEO wants to grow revenue and hires more salespeople
- They have no plan for generating demand and pipeline
- Leads spread thin and quota attainment goes down
- First they blame the sales leader
- Then they blame the sales team

This all happens while exponentially increasing cost.

Instead, focus all efforts toward generating more demand and pipeline while making your existing AE capacity as efficient as possible.

Only add new AEs when the existing team is beyond capacity; i.e. they have no time for more demos.

This is how to avoid the cycle of mass hiring and firing salespeople.

This is how to get your sales team to crush quota.

It's common sense when we think about it.

A lot of companies are stuck in this cycle because they raised a lot of venture capital at a massive valuation... so they're forced to continue trying to grow at all costs.

It doesn't mean it's inherently bad for all companies, but most of the time when they're hiring salespeople in hopes of growing revenue, each salesperson ends up closing less revenue.

Work for sales teams who scale demand ahead of headcount.

Happy Selling,