Sales Growth: Five Proven Strategies from the World's Sales Leaders
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.
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
Mine Growth beneath the Surface
Alejandro Munoz Pioneer HiBred
Find Big Growth in Big Data
SELL THE WAY YOUR
Power Growth through Digital Sales
Innovate Direct Sales
Jan Geldmacher Vodafone
Sell Like a Local in Emerging Markets
Alain Raes SWIFT
Frank van Veenendaal
Manage Performance for Growth
Mario Weiss Würth
Ludwig Willisch BMW
LEAD SALES GROWTH
Make It Happen
Mikhail Gerchuk VimpelCom
Tune Sales Operations for Growth