Bill Canady says leaders must pick one: grow fast or fix problems first. Then cut every budget item that doesn't match that choice, from hiring to branch openings to trade shows in segments you're leaving.
You stand up in front of your leadership team and you say the number and you say what track it puts you on, and you say what that means for the next 4 quarters out loud in a room with a number on the wall. If you're on the growth track, say it, fund it, and go. If you're on the fix-it-first track, say that too. And then, then do the hard part. Go through the current year's spending commitments and stop the ones that are inconsistent with it. The sales headcounts, requisitions, The sales headcount requisitions, the new branch, the trade show budget for a segment you're about to exit, the channel expansion— stop all those. You don't need it.
