If you are a business executive, you need to read this guest post from , CEO of Pebblestorm. He explains why hiring salespeople does NOT grow sales. And how companies are making a major blunder by hiring large numbers of salespeople in hopes of improving revenue results.
“Salespeople do not cause customer acquisition growth, they fulfill it.”
“For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.”
The author is 100% correct. More salespeople does not mean more sales! Instead companies are much better served by making a strong commitment to marketing-led B2B demand generation. (For a simple guide to marketing-led B2B demand generation, we recommend the free white paper, How to Find New Customers.)
Here”s the permalink to the original article.
The Fatal Mistake Boards & VP Sales Will Make In 2012 Planning
“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.