Revenue will grow 2X this year. I have hired three more salespeople.
You will hit a wall, not 2X.
Why?
Most founders do this math: three salespeople equal X revenue, so six equal 2X. I ask one question: what is your current team's utilisation rate? Every time, the same answer — I do not know.
Less than 30% of the week is selling
In the teams I have audited, the average B2B salesperson spends less than 30% of the week actually selling. The rest goes to:
Admin
Filling in every CRM field whether it matters or not.
Low-value research
Researching prospects who were never qualified.
Busy work
Padding the pipeline before the review.
That is not a capacity problem. It is a process problem wearing a capacity mask
Before You Hire Salesperson #4
What % of their time is actual selling?
Measure a typical week, not an ideal one.
How many qualified leads per week does each person get?
Not total leads — qualified ones.
What is your first-call-to-close conversion?
From the first real conversation to a signed order.
If you cannot answer all three, hiring more people multiplies the leak, not the revenue. Fix the process first, then hire to scale what works.
Related: 12 more salespeople won't take you to ₹100 Cr — the same idea measured in revenue per person.