Why spend money advertising rather than hiring more salespersons?
So you’ll need more salespeople. The point is, salespersons and advertising aren’t really alternatives. It’s like asking, “Should I breathe? Or eat?” You need both. Even the best salesperson can spend only a few hours out of a day in actual face-to-face selling of any single prospect. The rest of the time they’re doing all the other things a salesperson has to do: traveling; waiting in lobbies; filling out reports, expense accounts; talking to “gatekeepers,” screens and dozens of other people who don’t buy anything. A salesperson’s actual time with a customer is precious. And expensive: about $400 per call, according to latest averages. You don’t want salespersons to spend their time and your money just reminding customers that your company is in business, that you make a superior product, etc. Not when magazines do that effectively at a fraction of the cost – and with thousands of people that the salesperson never gets to see. Salespeople can’t replace advertising anymore than adverti
