Yes, It’s the beginning of Q2. You realize your sales goals are huge and you aren’t sure of the best way to meet them. What is your go-to strategy? Do you:
- Expand your sales team.
- Re-evaluate your goals.
- Examine lead generation opportunities.
If you chose option 1 you aren’t alone, but repeat after me: Hiring more salespeople ISN’T a silver bullet for sales growth.
Insert rant below…
Many leaders, from sales directors to CEOs, instinctively believe that scaling their sales numbers requires expanding their sales team. But here’s the truth: Hiring more salespeople isn’t a silver bullet for sales growth.
Before rushing to add new members to your sales force, ask yourself: how are these new hires going to generate leads? More importantly, are we maximizing the potential of our existing sales team to generate stronger leads?
Lead Generation Is Key. Without a robust mechanism for lead generation, simply adding salespeople to your team is like adding more cars to a traffic jam and expecting the traffic to move faster. Yes, if you have a potent lead generation process in place, then scaling your team makes sense.
What makes a new hire justifiable?
If a potential sales hire comes with a strong book of business, impeccable sales experience, and a proven track record of success, then it’s a different story. Such a hire is not just an addition to your team; they’re a strategic investment that can yield immediate returns.
Before you decide to expand your sales team, take a moment to evaluate:
• How effective is your current lead generation strategy?
• Are you fully utilizing the potential of your existing sales team?
• Does the new hire bring a unique value that you are currently missing?
Scaling your sales team should be a strategic decision, not a knee-jerk reaction to the desire for growth. Invest in lead generation, empower your current team, and when you hire, do so because it truly complements your strategy—not just to increase headcount.