What comes first, adding a sales person or having ready prospects and opportunities to pursue?
I once worked for a company where Sales held all the power – more than product development or finance and certainly more than marketing. I recall a discussion with a long-time senior executive about the amount of marketing investment required for the company to profitably grow. She commented that the company had a tried and true method of driving growth. “We don’t need to invest in marketing. For every sales person we add, then revenue will grow!”, she proudly exclaimed. This had indeed been true at one time in the company’s history, but along with that revenue growth came increased expenses and decreasing sales productivity. The company eventually went through an inevitable and painful exercise of downsizing a much too large sales force.