# Your sales team is not under-performing, it is under-equipped. > Your sales team is not under-performing, it is under-equipped. The real size of your market, and a customer acquisition cost you can finally compute. Source : https://scalon.fr/en/roles/founders --- [← Back to the site](/en) Scalon for founders You hired, trained and set quotas. What you have not given your reps is material that says who to contact and why. They are prospecting on data that describes a legal status, not a buyer, and the ceiling you are seeing is not your team's. [Get a sample](/en#call) 100 qualified businesses, free, no commitment. What you are living with ## The real ceiling on your sales team. ### You are sitting on a market nobody can see On auto repair shops, in one market we counted end to end, the obvious categories return 60,059 businesses. We start from 101,989, deliberately pulling in badly classified businesses that look like something else, because no classification is reliable: a genuine independent shop can be filed as a dealership, as an inspection station, or under a code that is not its own, and conversely the repair shop code is full of businesses that are not repair shops. Starting too wide is the only way to miss none of the real ones. The sorting comes after, row by row, and it surfaces the ones that are genuinely your prospects, including the ones none of your lists contain. ### You are steering without a denominator You know how many customers you have. You do not know how many you could have. As long as that number does not exist, your sales plan is an intention rather than a plan, and your acquisition cost cannot be computed. ### Hiring costs more than equipping One more rep is tens of thousands of dollars before the first dollar of margin. Giving the ones you already have back the 10 to 20% of their time they spend qualifying addresses costs a fraction of that. The calculator ## What an under-equipped sales team costs you Set the sliders to your team. The amount is salary you already pay, not an investment to make. Roughly 100 calls a day over 20 working days. On a file built from classification codes, that is the order of magnitude we measure. SDR budget burned per year Calls to businesses outside the target Calls that actually count SDR budget burned per month Real cost of one useful call SDRs paid to call into the void [Get 100 rows for free](/en#call) Free, no commitment. The other calculators [Market size calculator](/en/tools/local-tam) [Qualification time calculator](/en/tools/qualification-time) [Additional revenue calculator](/en/tools/missed-revenue) What changes ## What you are actually buying. ### A market number you can defend The number of businesses that genuinely match your offer, in your area, with the counting method written down. That number is what makes your acquisition cost computable and your plan defensible in front of an investor. ### A team finally working on the right material Same headcount, same budget, same comp plan. What changes is what your reps have in their hands on Monday morning: sorted businesses, with the reason for the qualification attached. ### One line on the invoice, over twelve months Nothing to install, no account to create, nobody to train. Updates are included over the whole period, and you keep what has been delivered. Questions ## What you are going to ask us. How big does a market have to be for this to pay off? Before answering that, you need to know how big your market actually is, and that is precisely what nobody knows how to calculate. Most teams prospect the businesses registered under their own classification code and stop there, while that code carries activities that have nothing to do with them and leaves out prospects registered elsewhere, franchised agents for instance. We rebuild that starting scope, then sort it row by row to isolate the ones that match your target. You can already get the order of magnitude with the [market size calculator](/en/tools/local-tam), which works on our own market counts. Then come your average deal size and your margin per product: one won account worth a few thousand dollars pays back a scope of a few thousand rows quickly, at a thin unit margin you need volume. The math is yours to do, we give you the numbers of the scope so you can do it. I only have two reps, is it too early? No, but the logic changes. On a small team the value is not the time you get back, it is not missing the accounts that matter: you see your whole market at once and choose where to start, instead of discovering a competitor already installed at a prospect you had never listed. What happens after twelve months? A local scope is not a fixed state. Every year a significant share of businesses change address, owner or activity, others close, others open: a file delivered once decays continuously, and that rhythm is what sets the term. The commitment is therefore twelve months, renewed by tacit agreement. The license covers the map and its updates over the whole period, and you keep what has been delivered. The evidence [The Observatory](/en/observatory) [The auto parts case study](/en/cases/auto-parts) [The blog](/en/blog) The sample ## Get your first hundred rows, free. A hundred qualified businesses in your vertical, that you can call or dedupe against your CRM to judge for yourself. [Get a sample](/en#call) Free, no commitment.