Sales Growth: Five Proven Strategies from the World′s Sales Leaders
£3.40
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.
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Additional information
| Publisher | John Wiley & Sons (22 May 2012) |
|---|---|
| Language | English |
| Hardcover | 256 pages |
| ISBN-10 | 1118343514 |
| ISBN-13 | 978-1118343517 |
| Dimensions | 14.86 x 2.41 x 20.32 cm |
by N S Jones
I’m not normally one to buy business books, but was swayed by a review in The Economist to get a copy of Sales Growth, which has come out just as I’ve got a promotion within my organization. What an excellent set of ideas for how to make the most of sales teams that goes far beyond “how to sell” and focuses instead on how to manage the sales organization with a view to growth – a pressing issue for everyone right now. I loved the wide range of examples and the interviews with executives from top companies – this feels like it has academic rigour, but is really interesting to read and very accessible. I’ll definitely be implementing some of the ideas within this, especially those related to managing channel partners and performance management.