I recently came across an insightful post by Matt Green on LinkedIn that really highlights a common pitfall in sales organizations. When companies announce ambitious growth targets—say a 20% increase—sales teams often jump into panic mode. Instead of crafting a balanced approach, they tend to pour all their efforts into a single massive change. This could be anything from hiring a large number of Sales Development Representatives (SDRs) to flood the funnel, investing heavily in a new technology platform, or blasting out huge automated email campaigns.
But here’s the catch: these big, sweeping changes rarely lead to the desired results. More often than not, they backfire, causing disruption and missed opportunities rather than steady progress.
The real secret to sustainable growth lies not in a heroic leap but in weaving together many small, thoughtful tweaks across your sales process. By focusing on continuous improvement—whether it’s refining your outreach, enhancing team training, or optimizing lead qualification—you build a resilient framework that supports lasting success.
So, instead of chasing a quick fix, embrace the power of incremental changes. Slow and steady might just win the race when it comes to sales growth.
