Bill Canady divides businesses into two paths: if your revenue and profit metrics clear the threshold, fund growth and add sales capacity. If they don't, stop growth spending and fix your fundamentals first.
As I said, there's 2 tracks. Once you have the number, you're on one of the 2 tracks, and I want you to say which one it is out loud. Above threshold, you're on the growth track. Fund that growth plan, add sales capacity, go take shares. Time to get after it. You got an engine that converts revenue into profit, so the more revenue you push through it, the more profit comes out the other end. That's the whole reward for having done the work. Now, below that threshold, you're on the fix first track. And on that track, the instruction is blunt. So I'm going to be blunt. Do not fund the growth plan. Do not add sales capacity. Not slow it down, not phase it, just don't fund it.
