Taking the Growth Path

As noted in our previous post, when we don’t have enough sales a common tendency is to cut jobs, cut capacity and “whack” the costs.  Some years ago, Bill Conway  had a poster made.  It looked something like this:

No Growth Path
Growth Path
People make improvements
People make improvements
Need fewer people to do the work
Need the same or more people to do more work
Eliminate people’s jobs
Greater added value for everybody
A lot less interest in any more improvement
Further improvements

Clearly we cannot cut our way to success.  Growth is an option, but it doesn’t just happen.  There are concrete steps we need to take to improve revenue growth, just as we improve any other aspect of the business.

We all need better methods for increasing sales. What methods have worked well for you?