Sales Growth: Five Proven Strategies from the World's Sales Leaders

Front Cover
John Wiley & Sons, Mar 28, 2012 - Business & Economics - 256 pages
A comprehensive guide to how companies can drive sales growth

Finding growth today can be an enormous challenge for companies in a complex and fast-changing business environment. There are no simple solutions, but in Sales Growth, experts from McKinsey & Company provide a practical blue-print for achieving this goal by revealing what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future.

Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you'll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance.

  • Based on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizations
  • Offers real-life examples of how successful sales leaders overcame the challenges encountered in the quest for growth
  • Contains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more

Created by sales executives for sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.

 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Mine Growth beneath the Surface
17
Alejandro Munoz Pioneer HiBred
28
Find Big Growth in Big Data
31
SELL THE WAY YOUR
49
Power Growth through Digital Sales
65
Innovate Direct Sales
85
Jan Geldmacher Vodafone
95
Sell Like a Local in Emerging Markets
113
Alain Raes SWIFT
143
Frank van Veenendaal
157
Manage Performance for Growth
163
Mario Weiss Würth
175
Ludwig Willisch BMW
188
LEAD SALES GROWTH
191
Make It Happen
201
Epilogue
225

Mikhail Gerchuk VimpelCom
127
Tune Sales Operations for Growth
133
Acknowledgments
231
Copyright

Other editions - View all

Common terms and phrases

About the author (2012)

Thomas Baumgartner is a partner in McKinsey & Company's Vienna office. He co-leads McKinsey's work on sales and channels globally. Baumgartner advises clients in industries including high-tech, electronics, transportation, basic materials, telecommunications, and consumer goods—where he helps them outline and drive large-scale, top-line growth programs.

Homayoun Hatami is a partner in McKinsey & Company's Paris office. He co-leads McKinsey's work on sales growth. Hatami has a broad range of experience working with high-tech and telecommunications clients in Europe, the United States, and Asia.

Jon Vander Ark is a partner in McKinsey & Company's Detroit office. He co-leads McKinsey's work on sales growth. He has deep expertise in sales and channel management across industries including travel, automotive, industrial, and consumer durables.

Bibliographic information