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Sales Growth belongs in the selling-as-science school.The book argues that data, process management and outsourcing cando as much for sales departments as for other areas of thecorporation. Companies should create sales ‘factories’where sales teams are ministered to by support people from otherdisciplines, and equip them with computing devices rather thanbriefcases. This book, which finally gives the field some properattention, 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 ahundred of the world’s sales leaders are openly sharing theirperspectives. Sales Growth puts sales management back whereit belongs: at the center of management thinking about what makesbusiness successful."
"If timing is everything, then Sales Growth has it made.We are at an inflection point where massive changes in technologyand customer behavior point to growth opportunities. This bookprovides a critical blueprint for bridging thoseopportunities—both those in future and right in front ofus."
—RICHARD KELLAM, Global Chief Customer Officer,Mars
"This book is a must read for sales executives in emergingmarkets. The research and practical ideas clearly spell out how tocreate 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 leadershave cultivated to create greater value for their customers andtheir companies. It offers a compelling set of case examples thatcombine the art of selling with true analytical rigor andoperational know-how."
—GERHARD GSCHWANDTNER, CEO, Selling Powermagazine
"Improving sales performance with methods and tools is a must. Arefreshing change beyond the common focus on back office andoperational excellence. This book is fact based and takes a uniquecustomer perspective. I have no doubt that the practical insightslaid out here lead to sales growth."
—MICHEL CROCHON, Executive Vice-President, SchneiderElectric
"Sales Growth is essential reading for business leadersand MBA students. It is a thoughtful and practical addition to thediscipline of sales management. Using timely stories andprovocative anecdotes, the authors provide executives with animportant and accessible book."
—DAVID SCHMITTLEIN, John C. Head III Dean, MIT SloanSchool of Management
The challenges facing today's sales executives and theirorganizations continue to grow, but so do the expectations thatthey will find ways to overcome them and drive consistentsales growth.
There are no simple solutions to this situation, but in SalesGrowth, experts from McKinsey & Company provide a practicalblueprint for achieving this goal by exploring what world-classsales executives are doing right now to find growth and captureit—as well as how they are creating the capabilities to keepgrowing in the future.
Based on interviews with more than 120 of today's mostsuccessful global sales leaders from a wide array of organizationsand industries, Sales Growth puts the experiences of theseprofessionals in perspective and offers real-life examples of howthey've overcome the challenges encountered in the quest forgrowth.
The book, broken down into five overarching strategies forsuccessful sales growth, shares valuable lessons on everything fromhow to beat the competition by looking forward to turning complexanalysis into simple messages for the front line. Page by page,you'll learn how sales executives are digging deeper than ever tofind untapped growth, maximizing emerging markets opportunities,and powering growth through digital sales. You'll also discoverwhat it takes to find big growth in big data, develop the right"sales DNA" in your organization, and improve channelperformance.
The in-depth interviews with sales leaders at BMW, Caterpillar,Coca-Cola Enterprises, EMC, Google, Lattice Engines, Novartis,Pioneer Hi-Bred, salesforce.com, Samsung, SWIFT, VimpelCom,Vodafone, and Würth provide rare insights into a range oftopics. Their stories, as well as numerous case studies, touch onsome of the most essential elements of sales, from adaptingchannels to changing customer needs to optimizing sales operationsand technology, developing sales talent and capabilities, andeffectively leading the way to sales growth.
Engaging and informative, this timely book details provenapproaches to tangible top-line growth and an improved bottom line.Created specifically for sales executives, it will put you in abetter position to drive sales growth in today's competitivemarket.