Sales Growth: Five Proven Strategies from the World's Sales Leaders
Thomas Baumgartner, Homayoun Hatami, Jon Vander Ark
Format: PDF / Kindle (mobi) / ePub
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.
company and the partners. In conjunction with its distributors, the sales team therefore set out to collect data such as the ordering patterns of individuals and groups of customers, and then developed scenarios and hypotheses as to when customers in a geographic region would purchase new equipment to keep up with other local farmers. These more individualized insights led the company to pilot a more audacious initiative involving remote sensing data to determine more precisely individual
Williams-Sonoma, for example, integrates its customer databases with external data on some 60 million households, tracking income, housing values, number of children, and so on. Targeted e-mails based on this information obtain 10 to 18 times the response rate of generic e-mail promotions, and the company is able to create different versions of its catalogs attuned to the behavior and preferences of different groups of customers. Financial institutions have historically generated huge amounts
rep’s mobile phone. Another global high-tech company, SAP, has also innovated the approach to partner interactions. In 2011, the software supplier launched a collaborative tool that makes it easy to create customer/partner communities online. On the SAP website, a customer can search the full range of SAP solutions and see which channel partners to contact for different solutions. The website also hosts chat areas for partners in which it encourages them to get to know each other better and
Was it difficult to get the rest of the organization on board? When this program began, I was the Global Head of Sales, with a team of six people focused purely on building sales capabilities. We had the required capabilities for the current business, so I decided to think about the future. From being closely in touch with operations and management, it was clear we needed a broader customer lens in how we evolved our selling capabilities. Both our Pharma division head, David Epstein, and our
Corporation (the board of trustees of the Massachusetts Institute of Technology) from 2001 to 2006. He received his master of science in computer science from the Ecole Centrale Paris and his MBA. from the MIT Sloan School of Management, where he received the Seley Scholarship. Jon Vander Ark Jon is a partner in McKinsey & Company’s Detroit office. He co-leads McKinsey’s work on sales growth. Jon has deep expertise in sales and channel management across industries including travel,