Growth or Bust

Chapter 12Aiming for Growth With Your Sales Team

The Stretch Target Concept

What would happen to your revenues if you could increase the size of your average customer by 50 percent? What would happen to your profitability if you could fire your bottom 10 percent of customers and replace them with the same number of customers that are the size of your current top 1 percent—or even much larger? What would the impact be if just 10 percent of your mid- to top-level sales producers doubled their production because half of their new customers were now two, three, or even five times the average customer? I have seen these very results occur with the strategies outlined here.

Sales producers (and companies in general) often get caught in ruts of thinking ...