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Aurygine
Operating knowledge

Sales

How much selling capacity does this actually need?

Deals are slipping and it is unclear whether the problem is leads, people or process.

Signals to look for

  • capacity
  • closer
  • sales team
  • hire a salesperson
  • pipeline
  • quota
  • slipping

Questions to answer

  • How many active opportunities is each person carrying?
  • How long does one opportunity take in real working hours?
  • What is being dropped: follow-up, qualification or closing?
  • Would another person have anything to sell?

Evidence required before committing

  • open opportunities per person
  • average touches per closed deal
  • {cycle} length
  • lead volume trend

Likely constraint

  • Not enough qualified opportunities to justify a hire
  • One person doing selling and delivery at once

How the decision branches

  • If
    Lead volume is flat and opportunities per closer are low
    Then
    Hiring a closer adds cost, not revenue. Fix demand first.
  • If
    Opportunities per closer exceed what the cycle allows
    Then
    Capacity is binding; add capacity before adding leads.
  • If
    The founder is doing both selling and delivery
    Then
    Separate the two before measuring anything — the numbers are meaningless while they are mixed.

What to test

For four weeks, protect a fixed block of selling time and count opportunities handled and closed within it.

Read after 30 days.

What success looks like

  • Opportunities handled per week rises
  • {conversion} does not fall

What means stop

  • The protected time cannot be defended — the real constraint is delivery, not sales

Typical next move

  • Capacity is genuinely binding and demand exists → Plan the hire against the measured numbers.
  • Demand is the constraint → Run the funnel playbook instead; do not hire.

Who does the work

Aury can carry out: read company, create task, file memory, flag risk. Specialists involved: sales, operations.

Your approval: A hiring decision is always the founder's.

Where this stops being true

Requires that selling activity can be separated from delivery for the measurement period.

Four weeks of protected time is a small sample and seasonal effects can dominate it.

Provenance

  • Sourced operator experience: Founder/operator case study analysed inside Aurygine — bootstrapped B2B software company, 2026
  • Aurygine synthesis: Aurygine synthesis across founder journeys

Confidence: medium. Last reviewed 2026-08-25. Your company's own recorded results override this playbook whenever the two disagree.