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

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

5.0 8
by Thomas Baumgartner, Homayoun Hatami, Jon Vander Ark, Marc Benioff
 

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

Overview

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.

Editorial Reviews

From the Publisher
Sales Growth belongs in the selling-as-science school. The book argues that data, process management and outsourcing can do as much for sales departments as for other areas of the corporation. Companies should create sales ‘factories’ where sales teams are ministered to by support people from other disciplines, and equip them with computing devices rather than briefcases. This book, which finally gives the field some proper attention, is long overdue."—The Economist  "Can the Dubious Art of Selling Become More Scientific?" (Book Review, April 6, 2012)

"Reading this book is like walking into a room where more than a hundred of the world’s sales leaders are openly sharing their perspectives. Sales Growth puts sales management back where it belongs: at the center of management thinking about what makes business successful."
—MARC BENIOFF, Chairman and CEO, salesforce.com

"If timing is everything, then Sales Growth has it made. We are at an inflection point where massive changes in technology and customer behavior point to growth opportunities. This book provides a critical blueprint for bridging those opportunities—both those in future and right in front of us."
—RICHARD KELLAM, Global Chief Customer Officer, Mars

"This book is a must read for sales executives in emerging markets. The research and practical ideas clearly spell out how to create a global sales strategy with a local edge."
—RICARDO VILLELA MARINO, CEO, Itaú Latin America, Board Member, Itaú Unibanco

"Sales Growth shares wisdom that successful sales leaders have cultivated to create greater value for their customers and their companies. It offers a compelling set of case examples that combine the art of selling with true analytical rigor and operational know-how."
—GERHARD GSCHWANDTNER, CEO, Selling Power magazine

"Improving sales performance with methods and tools is a must. A refreshing change beyond the common focus on back office and operational excellence. This book is fact based and takes a unique customer perspective. I have no doubt that the practical insights laid out here lead to sales growth."
—MICHEL CROCHON, Executive Vice-President, Schneider Electric

"Sales Growth is essential reading for business leaders and MBA students. It is a thoughtful and practical addition to the discipline of sales management. Using timely stories and provocative anecdotes, the authors provide executives with an important and accessible book."
—DAVID SCHMITTLEIN, John C. Head III Dean, MIT Sloan School of Management

Product Details

ISBN-13:
9781118343517
Publisher:
Wiley
Publication date:
04/10/2012
Pages:
256
Product dimensions:
5.80(w) x 8.50(h) x 1.10(d)

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Meet the Author

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.

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Sales Growth: Five Proven Strategies from the World's Sales Leaders 5 out of 5 based on 0 ratings. 7 reviews.
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