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Sales Growth, 2nd Edition

Book Description

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth.

There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore 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.

Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth.

The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering 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. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function.

Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth.

Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Table of Contents

  1. Foreword
  2. Preface
  3. Strategy 1 Find Growth Before Your Competitors Do
    1. Chapter 1 Look Ten Quarters Ahead
      1. Surf the Trends
      2. Invest Ahead of Demand
      3. Make It a Way of Life
      4. Notes
    2. Chapter 2 Mine Growth beneath the Surface
      1. Find the Pockets of Growth
      2. Look beyond Sales
      3. Keep It Easy for the Sales Team
      4. Notes
    3. Chapter 3 Find Big Growth in Big Data
      1. Harvest Every Source of Big Data
      2. Get Personal in Selling
      3. Put Big Data at the Heart of Sales
      4. Notes
  4. Strategy 2 Sell the Way Your Customers Want
    1. Chapter 4 Master Multichannel Sales
      1. Blend Remote Sales and Field Sales
      2. Integrate Online and Offline
      3. Orchestrate Direct and Indirect Channels
      4. Bring Service Channels into the Fold
      5. Notes
    2. Chapter 5 Power Growth through Digital Sales
      1. Optimize Fanatically and Often
      2. Get Mobile to Drive Growth
      3. Integrate Digital in a Great Omnichannel Experience
      4. Notes
    3. Chapter 6 Innovate Direct Sales
      1. Engage Customers Early
      2. Unlock Growth in Key Accounts
      3. Pursue New Prospects Relentlessly
    4. Chapter 7 Invest in Partners for Mutual Profit
      1. Manage Partners as an Extension of Your Sales Force
      2. Confront Channel Conflict Head-On
    5. Chapter 8 Sell Like a Local in Emerging Markets
      1. Get on the Ground
      2. Overinvest in the Right Partners
      3. Build Talent for the Long Term
  5. Strategy 3 Supercharge Your Sales Engine
    1. Chapter 9 Tune Sales Operations for Growth
      1. Give Sales Teams More Time to Sell
      2. Use Sales Operations to Benefit Customers
    2. Chapter 10 Pay More Attention to Presales
      1. Focus on Quality, Not Quantity, of Leads
      2. Use Expertise Appropriately Before and During the Sale
      3. Notes
    3. Chapter 11 Get the Most out of Marketing
      1. Capitalize on a Company-Wide Understanding of Buyers’ Needs
      2. Smooth the Flow of Insights Between the Field and Marketing
      3. Collaborate to Influence the Journeys that Drive Repurchase and Loyalty
      4. Notes
    4. Chapter 12 Build a Technological Advantage in Sales
      1. Arm Sales Teams with Insights
      2. Enable Channel Partners
      3. Gear Up for Analytics
      4. Notes
  6. Strategy 4 Focus on Your People
    1. Chapter 13 Manage Performance for Growth
      1. Coach Rookies into Rainmakers
      2. Set the Tempo of Performance
      3. It’s Not Just about Pay
      4. Notes
    2. Chapter 14 Build Sales DNA
      1. Create a Culture for the Long Term
      2. Give Middle Managers a Starring Role
      3. Put Together the A-Team
      4. Notes
  7. Strategy 5 Lead Sales Growth
    1. Chapter 15 Drive Growth from the Very Top
      1. Challenge the Status Quo
      2. Galvanize Sales Teams
      3. Role Model Change
      4. Demand Results, Results, Results!
      5. Note
    2. Chapter 16 Make It Happen
      1. Start a Dialogue about Change
      2. Implement the Vision
      3. Notes
  8. Epilogue Reimagine Sales Growth
    1. Go From Street-Smart to AI-Smart
    2. Get Someone Else to do the Selling
    3. Notes
  9. About the Authors
    1. Thomas Baumgartner
    2. Homayoun Hatami
    3. Maria Valdivieso
  10. Acknowledgments
  11. Index
  12. EULA