Eric DeeranOne mission — help agency owners build businesses they actually love running.

Don't Scale Ads Before You Have Reps

19 Oct 2026 · 0 min

Watch on YouTube

0:21

In this segment, Eric Deeran warns against rapidly increasing ad spend without sufficient sales capacity. He advises calculating the cash generated per inbound call and comparing it to the cost of acquiring that call. If the cost per call exceeds the cash per call, scaling ads will not be profitable. The core principle is to ensure you have enough salespeople to handle the volume of calls generated by ads, fill their calendars, and only then consider hiring additional reps. This pragmatic, numbers‑driven approach helps align marketing spend with sales execution to protect revenue growth.

And so you start to put these pieces together of like, well, we don't want to just start spending $100,000 a month right now because then what's going to happen is you're not going to have reps to take it and so you're not going to hit the revenue. But hopefully this starts to just give you an idea of you have to do the math. The easiest way I found it is you figure out what is your cash per call and then you say, okay, what's my cost per call? And then do I have enough salespeople to take those calls? That's the simplest way to look at it because we just want to fill the salespeople's calendar and then we want to get more salespeople and that's it.