How does a company get on the list and what determines fast growth? For attorneys who attend board meetings, they may already know that most board members say that fast growth comes from revenues. Getting high revenue growth comes from productive sales people. The company should have a string of sales people in place with headcount exceeding the minimum needs such that if one person quits, there will be another to take the person’s place, or if one person does not meet quota, there will be already another person to take over the territory so that the company does not need to keep poor performers. In order for sales people to be productive, they must be well trained.
Sales people work when they have marketing tools. Even when a company has an infrastructure such as IT investments and customer interest, the company is unlikely to grow if it does not have a great top line. Sales people are unlikely to work for a company that does not have good products that they can sell to customers when they get the appointments.
However, when having the great top line, it may need to balance the needs of investors who look at earnings. This means that the company in addition to revenue growth, must look at gross margins to make sure that the costs are not excessive.
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