The 2024 Sales Growth Playbook:

1. Don't hire salespeople to generate demand, hire them to convert demand.

2. Don't fire salespeople in hopes of the next batch being magicians.

3. Don't raise quotas in hopes of increasing revenue, lower them instead.

4. Don't assume you need a new sales leader for your next stage of growth.

5. Don't scale sales or demand generation until your product is awesome.

We've evolved past the DO THIS era. 

To the DON'T DO THIS era. 

You know an industry is maturing when it's learning what not to do.

The question is who jumps on board and who dies slowly refusing to change. 

Lots of companies will be stuck strategically because of commitments to investors. 

The best CEO's will confront these topics and force changes regardless. 

But many will quietly suffer knowing they're making the wrong plays. 

It's tough once you take someone's money, but you're still the CEO.

There's a lot of items from our former playbooks that still work, but we've seem to run into handfuls of things that are either no longer working or seemingly stopping to deliver the results they used to. 

What's nice about 2024 is there's never been a year where sales orgs, experts, and leaders more openly shared what is and isn't working for them.

There's never been a year where new trends and ideas were more openly available for everyone learn about and try.

There's something darn exciting about how fast things are now moving.

Happy Selling,