Yes, sales are at the front of the pipeline. If there aren’t prospects and customers to talk to, salespeople sit idle.

If you’re at a company and you look at your engineer to sales ratio you might think to yourself “gee, we have so many sales people!”

That’s because there’s not much multiplying factor to sales roles. There isn’t a lot of potential to automate like engineers can do. A salesperson only has so many hours in the day and they’re fitting maximum one or two customers into a one hour slot of their time.