The plan needs four more salespeople. It credits them from month two.

Revenue plans built on new sales hires usually fail on arithmetic, not effort, and the error is almost always in the timing, not the headcount.

By Steve 5 min read
Abstract bridge artwork for The plan needs four more salespeople. It credits them from month two.

A growth plan that depends on new salespeople carries a hidden assumption, and it is rarely stated out loud: that a person who signs a contract in January is productive in February. Almost no revenue plan says this explicitly. Most say it implicitly, by dividing the target across a headcount number and letting the model do the rest. The gap between when a sales hire costs money and when they produce it is the single most reliable source of variance in an ambitious plan. It is also the most predictable:…

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