Let’s talk about the most expensive line item no one budgets for:
The empty sales seat.
Most hiring managers think:
“We’ll save a bit of salary while we search. No rush — better to wait for the right person, right?”
Wrong.
If the base salary is $100K, you might assume you’re saving eight grand a month while you look.
But in reality, that vacant role could be costing you $150K-$200K over the next 90 days.
Yes, even if you’re not paying anyone to sit there.
Why the steep hidden cost?
Because the absence of a rep means:
- Lost bids you were never positioned to chase
- Stale accounts that should be growing but aren’t
- Slower pipeline velocity, fewer conversations, slower conversions
And while your desk is empty, your competitors are not.
They’ve got reps on the phone, in the field, in the meetings, moving deals forward while yours stay stuck in inboxes and forgotten CRMs.
Summary
Sales isn’t just about headcount; it’s about momentum.
You’re not just filling a vacancy.
You’re restoring:
- Energy to your pipeline
- Fresh eyes on neglected accounts
- Commercial IQ where it’s been missing
Every month you delay, the drag multiplies.
And by the time you finally get someone in seat, that territory is colder than your leftover Starbucks.
