Leading Growth

1Vision

LEADING GROWTH AND increasing your revenue begins with a vision of your future results. The reason to find your vision first is that it's the foundation of everything that follows. You may not have a map to the future you see in your mind's eye, and you might not fully understand how you'll build it, but all of that will come into focus as you build your vision. Without a vision, you're simply unlikely to achieve your targeted revenue growth. That's because a vision isn't just an idea: it's a destination, a reason to transform, and a new standard for your sales force. If you cannot see the future you're moving toward, it will be invisible to your team.

A revenue goal should be part of your vision, but not the whole thing. When your vision is compelling enough, you create an opportunity for your team to enroll in an adventure where they can make a difference, grow and develop, and be a part of something important. Enrollment is more powerful than compliance precisely because it requires commitment. Compliance is doing something because you must, not because you want to. When you win your team's hearts and minds, they do more than just clock in and go through the motions. They are working alongside you to make your vision a reality.

Much of this book reveals the mechanics of revenue growth, providing a how-to approach for growing your sales. This chapter will help you develop your vision, a vision that belongs to you alone at first, but one you'll later share with your ...