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Are Your Sales Growth Strategies Working?
Only a
small fraction of companies achieve consistently high levels of profitable
growth.
For any
organization to grow sustainably, sales leaders must
continuously ask critical questions unique to their circumstances, ensuring
they navigate both growth opportunities and risks. The business growth
questions that need to be addressed can vary based on industry, company
size, and market conditions, but some are universal.
Top 10 Growth Questions
Finding a
solution and business model that appeal to enough target customers to drive
high levels of profitable growth is not easy. From pursuing mergers, acquisitions, and strategic
alliances, to increasing prices, to improving cross-selling, to expanding
deal size, to investing in brand awareness, to improving the customer
experience, there are a handful of business growth strategies that
companies can pursue.
Each growth strategy has pros and cons that must be
considered based upon your overall strategic vision and the
assumptions you are making regarding your financial strength, current
market dynamics, and competitive drivers.
We know from our organizational alignment
research that, while all growth plans require access to
financial and people resources, there are various ways and different paces
to invest in growth.
Three
classic choices involve organic growth, strategic alliances, and mergers
and acquisitions. Each has implications that must be thoughtfully
addressed.
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