In a situation where Universal Containers expects a 5% increase in market growth but targets 10%, where should the Account owner add the additional 5%?

The most appropriate action for the Account owner is to set the 5% value in Account Growth. This approach allows the account owner to specifically capture the additional growth expectation beyond the anticipated market trend. By reflecting the targeted growth accurately, the Account Growth metric helps in aligning internal forecasts with strategic goals while providing a clear view of the performance expectations.

Setting the growth percentage in this manner ensures that the team is not just responding to market forces but also actively pursuing a more ambitious target. It implies a proactive approach and clearly delineates the company's aspirations in relation to market conditions, which is crucial for effective sales planning and strategy development.

This specificity helps in tracking performance accurately and facilitates aligned decision-making across the organization, contributing to better resource allocation, sales strategy adjustments, and overall operational alignment towards reaching the set goals.