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From the Bestselling Author of Compensating the Sales Force… A new book on How World Class Sales Organizations Successfully Manage the Four Stages of Growth…The Sales Growth Imperative.
Don't let growth become an obstacle to success! Sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time. At long last, a solution to this common problem is at hand—the Sales Growth Model™. Created by David Cichelli and his team at The Alexander Group, this model explains how to keep sales results improving during all phases of market maturity. Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue—and the sales department to flourish.
The four stages of business growth and the challenges of each one:

Stage 1: Start-Up
Growth at an accelerating rate
Challenges: adding additional selling capacity

Stage 2: Volume Growth
Growth at a declining rate
Challenges: finding new customers, keeping current ones, and launching new products

Stage 3: Re-Evaluation
Little to no growth
Challenges: price management

Stage 4: Optimization
Profitable revenue growth
Challenges: new value proposition, reaching new markets, and specialization