@russellruffino: Sales capacity is a physical constraint and most founders plan as though it isn't. A big month is a certain number of held conversations, and held conversations take hours. Multiply the calls you need by the length of a call and the number is bigger than anyone expects. That number has to fit inside real human weeks. A closer can run four or five real calls in a day before the quality drops, and the drop is invisible for a while because the recordings still sound fine. Which means growth has three levers and one of them is slow. Show rate and close rate can be improved this quarter. Capacity cannot, because hiring and ramping a closer takes months. Work out the hours your next target needs, divide it by what a person can sustainably run, then compare that to your bench. Most stalls at this level are arithmetic that nobody did in advance. #salesteam #scalingup #founders #coachingbusiness #clientacquisition #businessowner #womeninbusiness

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