Note: I first published this post exactly one year ago. Unfortunately it bears reposting again before 2009. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves. Also, I’ve published an overview of my new Sales Advisory Program at www.CEOFlow.com/services.

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For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.

Let’s take companies in fast-growth periods who are focused mainly on adding new customers (rather than more mature companies who drive much of their growth through their customer base).

The problem: the old bedrock sales principles that usually worked now doesn’t…”if I need to double revenue growth, I need to double my sales force to drive it.”

Wrong.

Salespeople do not cause customer acquisition growth, they fulfill it... continue to the full post.

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