Mark Organ

Right.

So if I were to hire her to double my Salesforce, um,

We have 125 people and we have eight that are in sales.

It's pretty small.

Eight that are closers.

Then we have a bunch of SDRs, BDRs, open deals, but eight closers.

Pretty modest sales team.

My philosophy is I want all the sales guys to make money.

Yeah.

It's interesting.

I was just reading a stat today from Jim Dickey that

Um, quota attainment rates have never been this low ever.

Really?

So yeah.

What are they at?

The average, the average quota attainment rate from his, uh, and Jim, Jim, um, I'm trying to remember the name of his group, but he basically, Jim, Jim studies sales forces and their effectiveness.

Um,

um and it's about 52 percent in 2017 so versus you know being 75 percent a decade ago so what's happening is i think what's happening is there's um there's inflation there's salary inflation in the market uh companies are responding by increasing quotas um and it's just not possible it's not possible for sales reps to hit their hit those numbers and i think that sets up

I think that sets up, you know, um, some, you know, some bad juju in companies.

You then you've got, you know, your best reps that may not be hitting numbers.