From: Inc. Magazine, June 2004 | By: Jessalyn Swindoll

"The biggest mistake salespeople make is that they will sell the client something but not go back to the client to see if the solution they sold is working," says Ted Guthrie, senior vice president of worldwide sales at this enterprise software company. "And this is especially common when salespeople have too many accounts to cover." That is why Guthrie is in the process of doubling his sales force from 150 to 300. While he doesn't have an optimum ratio of accounts per rep, he believes that reps should have contact with as many as six people per client. "You rarely find one individual in charge of everything," he reasons. Since it is unrealistic for a rep with 10 accounts to talk to 60 people every two weeks, Guthrie knows it's time to expand his sales staff.