OTTESU

At some point, every agency owner decides it's time to get serious about new business.

The pipeline's gone quiet, referrals have plateaued, and the founder's doing all the selling on top of everything else.

So the fix seems obvious: *Hire an experienced salesperson with a fat black book, and let the leads roll in.*

**If only.**

In agencies, that hire almost never works out that way.

Sam's watched the same story play out more than a dozen times - a $150-170k senior sales hire, 12-18 months of waiting, and somewhere between $200-250k gone once you count recruitment and exit costs. All without getting further ahead - and **before** considering the opportunity cost.

Which is why a salesperson won't save you.

In this second episode of *Subject To Change* - a live monthly series on the hard decisions agencies are making to move ahead - Sam Wood & Alex James get into why the expensive sales hire keeps failing, and what actually builds new business instead.
