Sales Growth: Five Proven Strategies from the World’s Sales Leaders
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.
List Price: $ 40.00
Price: $ 23.80
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A good read on a neglected topic,
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.
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Sales at the heart of management,
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.
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A book every sales leader needs on his desktop,
A very good little book from McKinsey that is big on in-the-field success. They have chapter on how winning sales organizations are planning 10 quarters ahead, while searching for the less obvious hot spots in their territories. Very useful. This book covers sales management from soup to nuts and all sorts of situations with answers that work. . Something every sales leader need on his desktop – much to learn and use in a clear concise writing style.
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