Some of my experiences and observations of companies pursuing growth strategies involved a two-day offsite meeting where management reviewed historical sales and some financial data and discussed the pros and cons of various opportunities. These meetings usually ended with an agreement to increase sales by 10% and with general statements about targets and goals, usually documented by sticky notes on the walls. I don’t recall any that specified the number of new accounts to open or existing ones to prioritize, new market potential described in number of prospective new customers or realistic sales potential, products to cull or new ones to develop, and, most importantly, where a solid company financial analysis ...
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