“We are an organic growth company, not an active growth company.”

This is a verbatim quote from a recent client session. While there’s nothing wrong with these words, there is a challenge when relying on “organic” (or passive) growth when you want to double your sales revenue this year.

“Everyone lives by selling something,” according to Robert Louis Stevenson. We are all selling, all the time. We may not see it that way, but we’d benefit by taking a large part of the mystery out of selling. Keep the mystery in place and we don’t meet growth goals. Worse yet, we get into real trouble.

You have probably heard the saying: “fly by the seat of your pants.” You can actually fly a plane by “feel,” but not when visual references are gone (i.e., flying through clouds).

Prior to entering the clouds, every pilot is taught to reference their instruments and ignore what’s going on outside the window. Simply put, our body indicators are not capable of providing accurate feedback with the absence of visual references. Trusting your instinct at this point could be deadly.