SaaStr Advises Against Hiring More Reps When Growth Slows

SaaStr published guidance stating that when growth has slowed, a VP of Sales pushing to hire more reps is not the right approach 9.8 times out of 10. The post frames the request as a desperation move.

Core Advice on Headcount

According to SaaStr, the request signals that the CRO or VP of Sales does not know what else to do and seeks to brute force results with more humans. The source notes that more humans on their own do not equal more sales. It adds that enough reps and capacity are still required to hit the plan.

Indicator of Performance Issues

The article identifies the push for more sales headcount as the number one sign a CRO or VP of Sales is struggling. According to SaaStr, once this occurs it is time to realize the current approach is not working. The post describes the tactic as a hail mary that might appear viable on paper but does not succeed in reality.

Short-Term Alternative

SaaStr states that fewer sales reps often solves the problem in the short term. The guidance specifies focusing leads and opportunities on the best reps and then rebuilding the sales team from that point. The post links to a related article titled 10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out.