"I Want Them Doing $10,000-an-Hour Work": Should AEs Really Be Prospecting?
Your closers spend half their week on $10-an-hour research. What that costs, when full-cycle AEs make sense, and three ways out.
Your closers spend half their week on $10-an-hour research. What that costs, when full-cycle AEs make sense, and three ways out.
One sales leader put it perfectly on a call with us: I want them doing $10,000-an-hour stuff and not $10-an-hour stuff. His AEs, hired to close, were spending afternoons hunting emails and writing first touches. Another team measured it: six hours to research 120 leads, then ten to fifteen minutes per personalized message. Half a week gone before a single closing conversation.
The honest math
An AE hour spent in a qualified deal conversation is the most valuable hour in your company outside the founder's. The same hour spent scraping LinkedIn and guessing email patterns is worth roughly what a junior researcher costs. Every prospecting hour is bought at closer prices: if an AE carries a quota that values their selling time in the thousands per hour, a 15-hour prospecting week is an invisible five-figure monthly subsidy, paid in pipeline that never got closed.
When full-cycle AEs do make sense
Three legitimate cases: very early founder-led teams where selling and learning are the same activity, markets so small that every account is a named strategic pursuit, and enterprise motions where the AE's research is the relationship. Outside those, full-cycle is usually a budgeting decision wearing a strategy costume.
The three ways out
Hire SDRs
The classic answer: $90K to $130K loaded per rep, 3 to 6 months of ramp, short tenure, and the playbook leaves when they do. The full math is in cold email vs hiring an SDR.
Buy tools and keep it in-house
Cheaper on paper, but the work does not disappear: someone still builds lists, writes copy, manages deliverability, and chases replies. Usually that someone is still the AE, now with more dashboards. The stack is covered in best cold email software.
Run prospecting as a system
The whole top of funnel, signal-based lists, researched copy, warmed infrastructure, reply handling, qualification, runs as one accountable machine, and your AEs only enter at the qualified-demo stage. That is our done-for-you B2B outbound solution: Terrific Live's team stopped doing the manual interested-to-booked back-and-forth entirely and took 39 qualified demos in about 10 days.
The question to ask your own calendar
Count your AEs' non-closing hours this week and multiply by what a closing hour is worth to you. If the number hurts, it should: it is the size of the lever. A 15-minute diagnostic maps what those hours would produce if your closers only closed.
