Jason M. Lemkin explains a counterintuitive approach to scaling sales: instead of hiring more reps, raise quotas for productive ones who aren't overloaded. They close more deals and earn more money. The key is being transparent about the trade-off.
I think if you are scaling really efficiently and quickly and you have sales reps that are well fed but not at the point of breaking, I actually don't know that I would add more salespeople, stay hungry. Yes. Make more money. And look, you can even present it to the sales team. You can say something like, we've got a couple options. We can continue hiring more salespeople and keep your quota the same that it is. We can increase your quota a little bit and not hire anybody, but we think you'll blow it out in that example and make more money.
