Supply is always the problem for revenue shortcomings. Don’t try to fix it by pushing demand by hiring more people or increasing quotas. Deconstruct the supply components to get the root of the problem.
Capacity and process efficiency
Again. Don’t add more AEs or add more quota to solve a supply problem. This is a common misconception and I’ve seen it play out by many high-performing leaders.
Instead, drill into each component to get full visibility. Seek to identify inefficiencies and points of failure in the process. Is the process right? Do AEs have the skillset? Do AEs have enough stuff to work on?
Understand the capacity availability with your sales team. Unbundle and take a close look at sales productivity data — CAC: PB, pipeline velocity, cycle times. Capture the quantitative and qualitative data that makes some AEs more successful than others.
Be smart about supply. Distribute supply strategically.