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It’s an issue that plagues you daily…

You need more salespeople for your team.

But convincing upper management of this reality is tough. Take comfort knowing you’re certainly not alone in this pain, as sales managers in every sector all across the world feel it too.

Putting in an increased sales headcount request can be quite intimidating, especially when the consequences of a ‘no’ might be dire for your team and your results. But there are a number of key ways you can ensure it’s approved. Follow these steps to help you build your business case and up your chances of a ‘yes’.

KNOW YOUR AUDIENCE

As a top-notch salesperson yourself, you understand the importance of tailoring your sales pitch to the intended audience. Treat your sales headcount request the same as if you were pitching to a new client.

Do your due diligence and think about:

• Who you’re pitching to
• What sort of information might pique their interest
• What type of presentation is more likely to hold their attention (and get their buy-in)
• How much time you’ll have to present (so you can tailor your presentation accordingly)



These answers will direct you in selecting the right information and format in presenting your business case.