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Sales Growth: Five Proven Strategies from the World's Sales Leaders Hardcover – Apr 24 2012


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Amazon.com: 11 reviews
10 of 12 people found the following review helpful
A good read on a neglected topic April 11 2012
By Frau Lamb - Published on Amazon.com
Format: Kindle Edition
As the authors themselves point out, sales management doesn't get a lot of attention either from B-schools or from business publishers. Sales Growth is an ambitious attempt to make up for this neglect. Based on discussions with 120 sales executives from companies that are especially skilled at selling, it distills lessons for sales success. Selling is changing dramatically today, and the book covers many aspects of this shift: new kinds of data, new technologies, new markets, new channels.

I expected a book from McKinsey to have a lot of solid information and interesting ideas, and Sales Growth certainly delivers on these counts. What I didn't expect was that it would be so readable. The writing is clear and lively - even fun at times.

Instead of presenting a lot of theory, the authors make their points with examples, often letting sales executives speak for themselves. For example, each chapter includes an interview with a top sales manager of a major company. Hearing what successful sales leaders from companies like Coca-Cola, Google, Novartis, or salesforce.com have to say was a highlight. The final chapter, which shows how to put the ideas from the rest of the book into action, seems very hands-on and practical, especially the list of questions for a management discussion of sales topics and the examples of what successful companies do in each area.
3 of 3 people found the following review helpful
Creatng the Sales Advantage July 4 2012
By Elinor Stutz - Published on Amazon.com
Format: Hardcover
Sales Growth is a gift from executives of top corporations sharing their insights on how to expand sales growth. The idea of collaboration among departments, complementary industries and customers is well-worth serious consideration as are the many other important insights provided. In addition, interviews with these executives provide outstanding insight on what they consider to be their best strategies. This book isn't just for larger companies. Entrepreneurs, too, will do well to adapt the successes found by these companies to fit their budget.
3 of 3 people found the following review helpful
Sales Growth - Five Proven Strategies from the World's Sales Leaders May 30 2012
By Jim Estill - Published on Amazon.com
Format: Hardcover
My experience in business is that sales can make or break a company.

The book comes at an important time for large corporations that are facing a challenging global market - how to grow sales. The book is written by three McKinsey and Company partners so the analysis is clean and full of good data but dry. The value of the book is designed for large, established companies. Over 120 Sales executives from Coca Cola, Salesforce.com, BMW and others are included in the book, in fact each chapter ends with an interview with one of those executives. The foreword was written by Marc Benioff, the CEO and Founder of Salesforce.com - his personal story is very compelling.

The five proven strategies are not surprising, but it's the examples and interviews that provide the most important insights. The strategies are:

1. Find growth before your competitors do
2. Sell the way your customers want
3. Soup up your sales engine (support sales with good technology and corporate resources)
4. Focus on your people
5. Lead sales growth (sales executives have to be on the front lines)

The book has a big focus on emerging markets and relates a sales joke that is worth retelling (you may have heard it before). It's about two sales people for a shoe company sent to an emerging market for research. One person comes back and says that there is no opportunity in the market because no one wears shoes. The other person comes back excited saying the opportunity is immense because "no one wears shoes." This joke starts a chapter called "Sell Like a Local in Emerging Markets" which goes into detail on the risks and strategies for growing sales in emerging markets.

This book would be most helpful for readers with a general interest in sales strategies for large companies or for sales people in such companies. The interviews and comments from the 120 executives is the most interesting aspect of the book.
2 of 2 people found the following review helpful
Sales at the heart of management April 25 2012
By Brooklyn Molly - Published on Amazon.com
Format: Hardcover
I've read plenty of sales books but this is the first one that covers all the aspects of sales. There's a chapter on how to break into emerging markets, one on digital sales, one on leadership, among others. They even have a chapter on how sales execs can use big data, which makes this book feel relevant to issues today. One thing I appreciated was how sales has to work with other parts of the organization, an issue that's often ignored. Business is about selling, so it makes sense that sales has to work with other parts of the company. Any chapter could be a book on its own but the authors do a good job of providing readable, useful, and insightful coverage of all the issues around sales.

The authors interviewed 120 sales leaders but I particularly enjoyed the interview that's highlighted at the end of each chapter. Some pretty good names, and very readable. You certainly get a sense of what these people are doing to move sales. It comes across as real. A good and necessary read for anyone who wants to sell something.
1 of 1 people found the following review helpful
Tight read, to the point. Aug. 6 2012
By Robert N. May - Published on Amazon.com
Format: Kindle Edition Verified Purchase
Great read that provides relevant examples and quick takeaways. Yet, there is some strategic undertones every sales and marketing leader should embrace. I like Baumgartner's approach of allowing top executives to validate their success rather than him delivering it on high.

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