09/10/2026
You don't have a performance issue with your outside team, you have a capacity design flaw.
Every hour a senior field seller spends scouring LinkedIn, verifying phone extensions, or leaving unreturned voicemails is an hour they aren't face-to-face with a decision-maker.
Calculate the fully loaded hourly cost of a veteran sales rep. Now look at how many hours this week they spent on first-touch outreach. Without a dedicated support engine behind them, you are paying top-tier compensation for low-tier administrative chasing.