The Hidden Revenue Problem: Why Hiring More Salespeople Isn’t Always the Answer
For many companies looking to grow, the default strategy is simple: increase sales quotas and hire more salespeople. The logic seems sound—if more people are out selling, that should equal revenue growth, right?
But reality often plays out differently. Sales teams are only one part of the equation. If operations can’t keep up, marketing isn’t bringing in the right leads, or finance is slowing deal approvals, then simply hiring more sales reps won’t fix the deeper issues.
Justin Vanhartingsveldt, Co-Founder of SalesEvolve, puts it best:
“You can increase your sales revenues without touching the sales department at all. It’s the customer journey that really matters. A really good customer journey builds consumer confidence, and that alone will naturally create engaged sales.”
Let’s explore why scaling revenue requires a company-wide effort, and how a holistic approach can unlock sustainable growth.
The Flawed Thinking of “More Sales = More Revenue”
Consider this scenario: A mid-sized manufacturing company is struggling to hit revenue targets. Their solution? Hire five new sales reps and raise existing quotas by 20%.
- Six months in, something strange happens:
- Sales numbers remain flat—even with new hires.
- Lead conversion rates drop—the new team isn’t closing as expected.
- Customer complaints increase—orders are delayed, and service requests pile up.
What went wrong?
Instead of addressing core revenue bottlenecks, they threw more people at the problem. The real issues were misaligned departments:
- Marketing was generating leads that didn’t match the ideal customer profile.
- Operations couldn’t fulfill orders fast enough, leading to frustrated customers.
- Finance had rigid approval processes that slowed deal closures.
Mark Wolters, Co-Founder of SalesEvolve, explains the danger of siloed thinking:
“Companies often try to think of what’s happening inside their business as isolated pockets. But a client isn’t buying from a salesperson—they’re buying from a company. If any one part is out of alignment, you end up with problems.”
This is where holistic revenue growth comes in.
Why Revenue Growth Requires a Holistic Approach
Revenue isn’t just about how many deals your salespeople close—it’s about how well your entire company supports the customer journey. Businesses that succeed in scaling revenue sustainably focus on four key areas:
1. Operations: Can You Deliver on Your Sales Promises?
If a company’s operations team can’t fulfill orders quickly, then even the best sales team won’t improve revenue. Delays, inefficiencies, and breakdowns in fulfillment lead to frustrated customers, poor retention, and long-term revenue loss.
2. Marketing: Are You Bringing in the Right Leads?
Marketing teams need to align with sales to ensure they’re attracting qualified buyers, not just generating website traffic. Otherwise, sales teams waste time chasing leads that will never convert.
3. Finance: Are Your Policies Helping or Hurting Sales?
Long approval cycles, rigid pricing models, and difficult contract terms can slow down or kill deals. When finance teams work with sales instead of acting as gatekeepers, deals close faster and revenue flows more predictably.
4. Customer Service: Are You Creating Repeat Buyers?
A great customer experience leads to long-term revenue growth. Companies that focus on retention, referrals, and upselling to satisfied customers grow faster and more sustainably than those relying only on new sales.
The SalesEvolve Approach: Revenue as a Company-Wide Function
At SalesEvolve, we help companies align all departments to create a seamless customer experience that drives sales naturally. Instead of seeing sales as an isolated function, we approach revenue growth holistically:
Assess where misalignment is slowing growth—from marketing to finance.
Create strategies that remove bottlenecks before throwing more resources at sales.
Help teams collaborate so that every part of the business contributes to revenue.
This approach ensures that when sales teams do their job, the rest of the company is ready to support them—resulting in higher conversions, better customer retention, and sustainable growth.
Scaling Revenue the Right Way
If your business is struggling with stagnant sales, hiring more reps and increasing quotas might not be the solution. Instead, the key to holistic revenue growth is ensuring that every department supports the sales effort—from marketing and operations to finance and customer service.
At SalesEvolve, we specialize in helping businesses remove revenue roadblocks and create long-term, scalable growth strategies.
If this resonates with you, let’s talk. Reach out to SalesEvolve today.