I`ve been searching for tools and ideas on "how to justify" adding new sales territories to an existing business. It seems that most who do make the decision to add new people to a sales organization make a gut call on when is the right time to invest in additional manpower. I`ve grown my current organization from 8 people to 40 people however, my current problem is slower than expected productivity levels from our new staff. So what comes first, the chicken or the egg.
I`d appreciate any thoughts on this topic.