The Selling Factory

Why Hiring More is Not Better

Written by Adam Grossman

An ordained rabbi, who has founded multiple ventures focused on workforce development, he is a cofounder and the Chief Development Officer at The Selling Factory.

In building sales teams, the assumption is that “more is better.” We spend a lot of energy, time, and resources adding more people to our sales teams. We do it for good reasons – we want more closed deals or we know that the numbers are not good. And, if we don’t do something, if our companies shut their doors, then it is our fault. We do not want it to be our fault.

But I am about to say something that many might not accept: more internal sales professional hires are not better and it does not increase profits. In fact, the opposite is true. Don’t believe me? As stated in a recent Salesforce blog, “Today’s sales professionals spend 34% of their time selling. Most sales teams struggle with data entry, quote generation struggle to keep up with data entry, quote generation, and other tasks that take them away from customers.

Unsurprisingly, 57% expect to miss their quotas this year” (Bova, 2019). While the antithesis of what many believe, hiring more sales professionals decreases returns. Instead, outsourcing sales teams aspects like sales development representative can drastically increase small and medium-sized businesses bottom line.

In comparison to the actual output, the cost and expectations associated with hiring full-time sales professionals are staggering. A manager needs to hire three sales professionals to replicate the expected revenue when deciding to hire one. While large businesses might be able to absorb increased labor costs with lower efficiencies, this mindset severely cripples small and medium-sized businesses. Instead of looking to add sales professionals, how can we better support our current sales teams? 

The classic b2b sales strategy assumed one person could handle the entire sales process steps – sales prospecting and the lead generation process, making cold calls, appointment setting, building relationships, closing deals, and account management. Yet, sales professionals struggled to do each of these well. Individuals focused their energy on one at the expense of the other two components. With the advent of sales prospecting tools, today’s sales teams added a fourth aspect to the original three. While this expanded sales professionals’ workloads and expectations stayed the same, if not grown, this only provided another choice for sales teams to deter their precious and costly time on the most essential activity – revenue generation.

Rather than hiring more salespeople, managers need to support their current teams by hyper-focusing the energy of sales teams on the most important activities. This starts with delegating sales process steps that are most time-consuming and most costly for sales professionals to do – sales development representative work. By building an outsourced sales team focused on sales development representative activities such as the lead generation process, sales prospecting emails, data input, and cold call outreach, managers simplify the process and maximize revenue. Moreover, this allows managers to hire sales professionals that only concentrate on the most important sales aspect – building relationships leading to closed deals.

References:

Bova, Tiffani. “26 Sales Statistics That Prove Sales Is Changing,” January 25, 2019.

Kira Baker

Campaign Manager

Kira is a recent graduate from the University of Florida where she received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hope to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she led a psychology research lab on goal achievement and life satisfaction and took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com