Bill Canady says stop hiring salespeople, opening branches, and expanding channels until you fix your core business. Pause discretionary spending for a full year, strengthen your operating engine, then earn the right to grow fast.
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. And when you say why, in the same breath, or your team will hear, we're not investing, and conclude you've lost your nerve. What you're actually saying is we are investing all of it in the engine for 4 quarters, and then we're going to spend it on growth. From a position of where it works. So here's a fa— a phrase for it. So here's a phrase for it. Earn the right, then and only then accelerate.
