CEOs are often in the middle of a tug-o-war between sales and finance. The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.
This scenario plays out often as companies review budgets and do annual planning. Does the situation ring true for you? If so, you’re not alone. Oftentimes companies are looking at the wrong metrics and need to broaden the view.
Often times companies are looking at the wrong metrics to determine the right sales force size. Find out if you should increase headcount or cut it.