Sales Growth belongs in the selling–as–science school. The book argues that data, process management and outsourcing can do as much for sales departments as for other areas of the corporation. Companies should create sales factories where sales teams are ministered to by support people from other disciplines, and equip them with computing devices rather than briefcases. This book, which finally gives the field some proper attention, 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 a hundred of the world s sales leaders are openly sharing their perspectives. Sales Growth puts sales management back where it belongs: at the center of management thinking about what makes business successful.”
MARC BENIOFF, Chairman and CEO, salesforce.com
“If timing is everything, then Sales Growth has it made. We are at an inflection point where massive changes in technology and customer behavior point to growth opportunities. This book provides a critical blueprint for bridging those opportunities both those in future and right in front of us.”
RICHARD KELLAM, Global Chief Customer Officer, Mars
“This book is a must read for sales executives in emerging markets. The research and practical ideas clearly spell out how to create 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 leaders have cultivated to create greater value for their customers and their companies. It offers a compelling set of case examples that combine the art of selling with true analytical rigor and operational know–how.”
GERHARD GSCHWANDTNER, CEO, Selling Power magazine
“Improving sales performance with methods and tools is a must. A refreshing change beyond the common focus on back office and operational excellence. This book is fact based and takes a unique customer perspective. I have no doubt that the practical insights laid out here lead to sales growth.”
MICHEL CROCHON, Executive Vice–President, Schneider Electric
“Sales Growth is essential reading for business leaders and MBA students. It is a thoughtful and practical addition to the discipline of sales management. Using timely stories and provocative anecdotes, the authors provide executives with an important and accessible book.”
DAVID SCHMITTLEIN, John C. Head III Dean, MIT Sloan School of Management
Offers very practical guidance to enable sales executives and business leaders to achieve successful sales. (CPO Agenda, July 2012)
′A worthwhile book′ (Sales Initiative. November 2012)
A nicely structured book worth reading, its subtitle, Five Proven Strategies from the World s Sales Leaders does what it promises. (The Market, July 2013)
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 Sales Growth, experts from McKinsey & Company provide a practical blueprint for achieving this goal by exploring 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 interviews with more than 120 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 complex analysis 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.
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 of topics. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to 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.
From the Back Cover
Praise For Sales Growth
“Reading this book is like walking into a room where more than a hundred of the world′s sales leaders are openly sharing their perspectives. Sales Growth puts sales management back where it belongs: at the center of management thinking about what makes businesses successful.”
Marc Benioff, Chairman and CEO, salesforce.com
“If timing is everything, then Sales Growth has it made. We are at an inflection point where massive changes in technology and customer behavior point to growth opportunities. This book provides a critical blueprint for bridging those opportunities both those in the future and right in front of us.”
Richard Kellam, Global Chief Customer Officer, Mars
“This book is a must–read for sales executives in emerging markets. The research and practical ideas clearly spell out how to create 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 leaders have cultivated to create greater value for their customers and their companies. It offers a compelling set of case examples that combine the art of selling with true analytical rigor and operational know–how.”
Gerhard Gschwandtner, CEO, Selling Power magazine
“Improving sales performance with methods and tools is a must. A refreshing change beyond the common focus on back office and operational excellence. This book is fact–based and takes a unique customer perspective. I have no doubt that the practical insights laid out here lead to sales growth.”
Michel Crochon, Executive Vice–President, Schneider Electric
“Sales Growth is essential reading for business leaders and MBA students. It is a thoughtful and practical addition to the discipline of sales management. Using timely stories and provocative anecdotes, the authors provide executives with an important and accessible book.”
David Schmittlein, John C. Head III Dean, MIT Sloan School of Management
About the Author
Thomas Baumgartner is a partner in McKinsey & Company′s Vienna office. He co–leads McKinsey′s work on sales and channels globally. Baumgartner advises clients in industries including high–tech, electronics, transportation, basic materials, telecommunications, and consumer goods where he helps them outline and drive large–scale, top–line growth programs.
Homayoun Hatami is a partner in McKinsey & Company′s Paris office. He co–leads McKinsey′s work on sales growth. Hatami has a broad range of experience working with high–tech and telecommunications clients in Europe, the United States, and Asia.
Jon Vander Ark is a partner in McKinsey & Company′s Detroit office. He co–leads McKinsey′s work on sales growth. He has deep expertise in sales and channel management across industries including travel, automotive, industrial, and consumer durables.
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