Sales management is one of the most important problems of enterprise activity during an economic downturn. Sales drop and financial distress, at that time, create fundamental challenges for further activity and development of an enterprise. In these circumstances the internal growth rate could be a helpful concept in sales management. The internal growth rate (IGR) is the rate at which a company can grow without obtaining outside financing. The aim of this paper is to present the idea of internal growth rate and its application to recognition of relations between real sales growth and internal growth rate on the example of companies from the light industry sector listed on the Warsaw Stock Exchange. That problems
have been presented in the context of changes in debt of polish industrial companies between 2006–12 and companies' debt forecast in the near future.