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More Sales with Fewer Salespeople
how to actually get more deals closed with smaller teams and budgets
Good Morning! Happy Pi Approximation Day! That’s right, today we honor 22/7, the fraction that kinda sorta gets us to π. And as you know, in sales, we’re no strangers to “approximations” either. Like forecasting that deal to close this month when, let’s be honest, it’s more likely to close sometime between now and the end of my career. Now let’s get into today’s Follow Up. 😁
Working with a new stakeholder 🗣️
Getting more sales with fewer resources 📈
Should you make up metrics on your resume? 📰
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When you’re multi-threading a deal and meet a new stakeholder, start by probing.
❌ Let me catch you up on what we’ve discussed so far.
✅ Sounds like you have a unique perspective here… what’s most important to you in this kind of decision?
This can cover hidden priorities or objections early and make them feel like a collaborator in the deal.
Every stakeholder is a new opportunity to help push the deal forward.
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Using The ‘Doing More with Less’ Trend of 2025
Welcome to the efficiency obsession of 2025.
Every sales org is hearing the same thing… do more with less.
Budgets are tighter. Hiring is frozen. Yet quotas keep climbing.
One report showed 2024 quotas up 37% over 2023. Meanwhile, 73% of tech companies say their sales headcount will stay flat or shrink.
But none are dialing back revenue targets.
And deals don’t seem to be getting easier either. 81% of CROs report their team's deals are more complex to close now than two years ago.
“Work smarter, not harder" has become the new mantra for sales teams.
So today, we're breaking down how sales teams can actually thrive when efficiency becomes an obsession.
Smaller Teams with Bigger Targets
When leadership says "do more with less," they really mean it.
And the big tech companies are leading by example.
Microsoft's Chief Commercial Officer bragged about saving over $500 million in call-center costs using AI, with roughly 15,000 being eliminated from the company.
Now, this doesn’t mean that every job is being replaced by AI, and robots are about to take over the world (at least we don’t believe that).
But the efficiency of teams is under the microscope right now. Learning how to be more efficient has become a new skill worth learning.
Focus on Winnable Deals
When there are a million different things you could spend your time on, prioritizing has become more important than ever.
As deals start taking longer and involve more stakeholders, chasing every lukewarm lead is something you can’t afford to do.
The quicker you can identify a dead-end opportunity, the more time you save for real prospects.
The best prioritization strategy we’ve found is to zero in on the highest-probability deals and existing customers. Upsells and cross-sells are up to 5-25 times cheaper than acquiring a new logo.
Automate the Grind, Humanize the Touches
New tech is here to help you. Don’t be afraid of it.
Automation and AI are the force multipliers of 2025.
61% of overperforming sales teams use automation, versus only 46% of underperformers.
The payoff is real. A sales leader noted his reps save 20-30 minutes per call just from automated CRM updates. That's hours back in their week.
Embrace tools that handle the grunt work like data entry & initial outreach, and then use your time creating personalized video messages or thoughtful 1v1 emails to key accounts.
The Efficiency Trap: Don't Go Overboard
We all love a good efficiency boost, but don’t get carried away.
Sure, track what matters, but don’t let your dashboard look like a circus with 17 different metrics. You’ll end up spending more time looking at numbers than actually selling.
And let’s talk about over-automation. Sure, sending out a bunch of AI-generated emails might get you more volume, but it’ll also make your outreach look like every other rookie sales rep with a new automation tool.
Remember: humans still want to buy from humans, and the prospects on the other end of your outreach want to feel like you actually spent the time to reach out to them specifically.
The TLDR: Efficiency is great, but don’t lose the personal touch.
The best reps in 2025 will learn to use AI to make themselves more efficient, but won’t lose the human touch.
What manual task do you hate doing the most? |
