People like to say that the sales stack is expensive per rep. I would argue that compared to the rep’s cost and their potential output, it’s cheap. And it’s coming for other roles.

Sales is where technical leverage and automation showed up first as there’s such a clear relationship between investment there and value capture.

But there’s nothing magic about sales. Providing leverage and automation to engineering, finance, customer success, marketers, recruiters etc is coming.

Right now it’s not uncommon to spend $1-2k / mo per rep per month. Whether viewed as 10% of a $15k monthly salary expense or 3% of monthly output (bookings), don’t be surprised when this ratio shows up in other roles.