Jon, Andrew and Scott speak with guest Werner Schmidt about the subject of sales capacity planning. In lay terms, why has the practice of adding sales rep capacity to already underperforming sales organizations been tolerated?  We discuss the ethical conundrum of hiring sales reps that management expects will fail and how the tech sales industry arrived at this practice. 

Recent macroeconomic factors have caused a shift in this thinking of growth at all costs toward revenue efficiency.  Werner shares some ideas about how sales organizations can achieve revenue growth without the unethical and messy practice of hiring sales reps with no chance of succeeding.