You’re a CEO that we serve.
You’re given a business case for sales hiring.
It suggests a good return.
You know you’ve got to grow. You know you’ve got to hire more salespeople.
You sign it off.
YOU THINK IT’LL GO LIKE THIS.
Six months later
- Did it turn out as planned?
- Did you achieve your revenue/pipeline projections?
- Is your pipeline now full?
DOES IT USUALLY GO LIKE THIS, INSTEAD?
Do any of these things happen?
- Does the investment become steeper compared to the initial business case?
- Does the timeline extend?
- Do the returns become weaker or smaller?