Bill Canady breaks down when to pursue growth versus when to fix problems first. If your metric hits the threshold, fund growth and expand sales. Below it, stop growth spending until you fix what's broken.
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.
