Many SMEs look out growing their business from the wrong angle.

The usual question asked to the sales and management teams is: ‘how can we grow our sales?’

Many answers will follow this brain storming attempt like ‘we need more sales people’, or ‘we need more of product A’, or ‘we need to do what our competitor does’, or ‘we need to place our product in this network of distributors’ and so on. This is what I call the push strategy.

The question should be:

‘Which direction should we take our business in to create a new market space or new market opportunities?’

It goes back to redefining the industry you want to play in and adjust your business strategic direction accordingly.

This question makes you think about your business as a whole and in a strategic way. This is the best way to start a conversation about growing your sales.

Hervé Rolland

Business & Leadership Coach