"Time is an enemy in this case because the burn rate continues to exceed the income rate."
We are thinking alike on this. See my post re productivity per sales person on DD.
The rate of increase in sales is being outstripped by the rate of cost increases on the sales side. So the productivity of the sales force is decreasing.
Some of that may be due to hiring staff who are wet around the ears to begin with. But I'll be looking to see signs of acceleration on the sales side from here. If the demand isn't really present, then the staff increase will result in an anemic growth rate.
So sales productivity's the number to watch in my view. And Feeney suggested the staff numbers would be fairly stable in 2012 so it should be possible to do an apples to apples comparison through this year.
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