Most sales teams scale backwards—and pay for it. You don’t start with headcount. You start with output. Define what one fully ramped closer should produce at a minimum. Let’s say that’s $100K/month. Now reverse engineer everything from there. In one team I worked with, that $100K closer earned ~12% ($12K). We capped marketing + setter costs at 10% ($10K). That meant two setters supporting that closer at ~$5K each. Simple math—but most teams skip it. They hire first, then hope the numbers work. Instead, you should design your team so every role is economically justified before you hire. Do this today: Write down your “minimum viable closer output,” then map comp and support roles backward from that number. If the math doesn’t work on paper, it won’t work in real life. We break this down deeper in our free weekly webinar (Thursdays at 11am MST / 1pm EST): s20webinar.com How are you currently deciding when to add headcount? #salesleadership #scalingbusiness #sale...