The days of ruthless downsizing and drastic cost cutting are long gone. Nowadays, companies have realized that best way to earn profit is only through growth – profitable growth. In this book, author Ram Charan provides 10 tools anyone can use to hurdle obstacles and achieve profitable growth.

These tools are:

1. Revenue growth is everyone’s business, so make it part of everyone’s daily work routine.

2. Hit many singles and doubles, not just home runs.

3. Seek good growth and avoid bad growth.

4. Dispel myths that inhibit both people and organizations from growing.

5. Turn idea of productivity on its head by increasing revenue productivity.

6. Develop and implement a growth budget.

7. Beef up upstream marketing.

8. Understand how to do effective cross-selling (or value/solutions selling).

9. Create a social engine to accelerate revenue growth.

10. Operationalize innovation by converting ideas into revenue growth. One of most critical points discussed is need for re-orientation of thinking. Most businessmen and executives think about growth as “home-runs” and more often than not disregard “singles and doubles”. Managers often look forward to big breakthrough or grand new product without realizing that home runs don’t happen everywhere – sometimes, they don’t even happen in a decade.

Instead of aiming for that one grand home run, aim for singles and doubles. This is a surer and more consistent path. Of course, it is important to note that while aiming for singles and doubles, one should not exclude home runs. These singles and doubles come from an in-depth analysis of ALL fundamentals of a business.

Another factor to be considered is difference between good growth and bad growth. Managers should dispel myth that growth in whatever form is a victory. Although growth (both good and bad) builds revenue, only good growth increases not only revenues but also improves profits and is sustainable over time.

Bad growth, on other hand, lowers shareholder value. Unwise mergers and acquisitions are examples of bad growth. Price cutting to gain market share without cutting costs can also be detrimental to your company’s health.

Habits Sizzling Salespeople Have in Common

Patricia Drain, author of Sell Sizzle, had opportunity to interview 177 top sales producers, both male and female, from all backgrounds. She discovered several main points in common.

“Each of these individuals knew exactly what I meant when I talked about selling sizzle. After interviewing them, I discovered that each individual followed certain daily habits that took them to level of Top Producer in their profession,” says Patricia.

7 Habits That Top Sales Producers Have in Common Are:

Habit #1: Develop a PLAN. Sizzling salespeople plan their days, weeks and months.

They set goals in place and work their plan to exceed those goals.