[tomp]

Can you explain a bit more? I cannot quite square the fact that you had issues with sales (people) and the fact that you had no problem finding customers... Why do you need sales people, if not to find customers? Or do you actually mean customer support / integration people?

[wpietri]

The leads are the top of the funnel. Traditionally salespeople take leads and turn them into deals. So I presume they were seeing a big falloff between interest and conversion.

It also doesn't surprise me at all they struggled to find good salespeople. I hear that all the time. Seems like it's hard to tell the difference between a salesperson who can sell your product and one who's just selling themselves to you.