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 hiring sales talent to our sales team. We do it for good reasons – we are focused on improving sales. We want more closed deals and better numbers. If we don’t do something, and our companies shut their doors, then it is our fault. We do not want it to be our fault.

Quality Over Quantity

I am about to say something that many might not accept. An increase in hiring sales talent to the sales team is not better and it does not increase profits. In fact, the opposite is true. Don’t believe me? As stated in this Salesforce blog, “Today’s sales professionals spend 34% of their time selling. Most sales teams struggle with data entry, quote generation, and other tasks that take them away from customers. Unsurprisingly, 57% expect to miss their quotas this year”. While the antithesis of what many believe, an increase in hiring sales talent to the sales team decreases returns. Instead, outsourcing sales teams aspects like a 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 cripples small and medium-sized businesses. 


The classic b2b sales strategy assumed one person could handle the entire sales process steps – the sales prospecting and lead generation process, making cold calls, appointment setting, building good 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 components. With the advent of sales prospecting tools, today’s sales teams added another aspect. While this expanded sales professionals’ workloads and expectations stayed the same, 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, 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 the most time-consuming and costly for sales professionals to do – sales development representative (SDR) work. By building an outsourced sales team focused on SDR 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 concentrate on the most important sales aspect – building good relationships that lead to closed deals.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and 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 hopes to visit all of the National Parks one day!


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.


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.


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.


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.


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.


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!


Josiah Blakemore

Growth Manager

Josiah has over 10 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!


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 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. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


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.


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.