Jason M. Lemkin argues that effective assignment of sales leads to the right reps can substantially boost revenue (he cites a typical increase of 20–50%). He emphasizes the importance of strong VP of Sales hiring and removing poor performers quickly (example names: Bob and Linda) — gains occur without product changes, driven by better people and lead-rep matching.
20–50%
That alone usually like increases revenue 20 to 50%. Just getting the right leads to the right rep and not squandering them on the ones that waste it. Right? That that's the rookie error. And so a mediocre, you know what a mediocre VP of sales does when they come in, come in and Bob and Linda on your team are your worst performing reps and you know you have a mediocre VP of sales when he says I got to keep Bob and Linda. No, like the best VP of sales learns by the end of her first day on the job that Bob and Linda got to go. But you know what, the best VP of sales there's already 20 people that want to work for her. So she brings in Gary and Jason and boom, magic happens, right? They don't, the product doesn't change. There's no new features, nothing. But so that's, you can see how that happens in sales, right?
