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Growing the sales team without hurting your P&L

The challenge

Unless you already have a dominant market share, or operate in a commodity business, increasing the size of your sales team would have a major impact on your growth. The problem is that the cost of a new salesperson starts to affect your P&L as soon as you hire them, but, for many B2B products, they may not start generating revenue until at a year later.

Typical solutions

For many companies, the time it takes for new salespeople to generate revenue is their biggest barrier to growth

Imparta has recently completed a major piece of research into this issue and our thinking is set out in the White Paper Reducing the Breakeven Time for New Salespeople.

Another way to increase the effective size of your sales team is, of course, to reduce the amount of time salespeople spend on non-selling activities. Our White Paper on Time and Territory Managementshows how it is possible to double the effective number of salespeople in your team, without spendin a penny.

Imparta's sales experts and Impact Consultants can also work with you to identify and address any specific issues within your customer-facing organisation that are limiting your growth potential.

Next steps

  • Review our White Papers for ideas.
  • Contact us to ask specific questions, or to discuss the issue of growing your sales team. Even if we don't end up working together, we learn by discussing real-world problems, so we're happy to share our insights without obligation.
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