The new salesperson starts in March. The plan books their quota from April.

A sales hire is an investment with a lag, and most growth plans quietly assume the return begins on the start date.

By Steve 5 min read
Abstract bridge artwork for The new salesperson starts in March. The plan books their quota from April.

A growth plan that depends on a new salesperson usually contains a hidden assumption: that capacity arrives when the person does. The budget shows salary from March and revenue from April, as though selling were a task that begins once someone is sitting at the desk. Selling is not a task. It is the output of a pipeline, and a new pipeline is empty. This gap between the start date and the first meaningful contribution is where a surprising amount of small and mid-sized growth planning quietly fails. Not because…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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