McKinsey & Company Inc., Thomas Baumgartner, Homayoun Hatami

Sales Growth

Five Proven Strategies from the World's Sales Leaders
Mitarbeit:Benioff, Marc

• Gebundenes Buch

Produktbeschreibung

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.

Produktdetails

• Verlag: Wiley & Sons
• Artikelnr. des Verlages: 1W119281080
• 2. Aufl.
• Seitenzahl: 320
• Erscheinungstermin: 11. Mai 2016
• Englisch
• Abmessung: 235mm x 157mm x 22mm
• Gewicht: 560g
• ISBN-13: 9781119281085
• ISBN-10: 1119281083
• Artikelnr.: 44557148

Autorenporträt

THOMAS BAUMGARTNER is a senior partner in McKinsey & Company's Vienna office. He co-leads McKinsey's work on sales and channels globally. Thomas 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 senior partner in the Paris office of McKinsey & Company. He leads the firm's Marketing & Sales Practice in Europe, the Middle East, and Africa. Homayoun has a broad range of experience working with clients around the world to help them drive above-market growth. MARIA VALDIVIESO is a director of knowledge in McKinsey & Company's Marketing & Sales Practice, based in Miami. She advises B2B and consumer companies on driving sales growth and commercial transformations, and leads McKinsey's research on sales and channel excellence.

Inhaltsangabe

Foreword xiii

Preface xvii

STRATEGY 1 FIND GROWTH BEFORE YOUR COMPETITORS DO 1

The best sales leaders drive growth for their companies. They use data and insights to anticipate market momentum and pinpoint where untapped potential lies. They steal the march on competitors and lock in new customers first.

CHAPTER 1 Look Ten Quarters Ahead 3

Insights from economic, technological, and behavioral megatrends translate into opportunities at the front line. The best sales leaders invest ahead of emerging demand and cultivate demand for products that won't be available for many months. Peering into the future and harnessing tomorrow's trends is a job for sales leaders, not just visionary CEOs.

Interviews: William J. Teuber, Jr., EMC 14

Karim Amin, Siemens 16

CHAPTER 2 Mine Growth beneath the Surface 19

Averages are misleading. Take a microscope to existing markets and see the opportunities that competitors routinely overlook. Drill down below the zip code level or look at customer segments by industry or demographic characteristics to reveal untapped pockets of growth. Then turn the analysis into a simple message for the front line.

Interviews: Gil Steyaert, adidas 29

Alejandro Munoz, Pioneer Hi-Bred 31

CHAPTER 3 Find Big Growth in Big Data 33

Big data opens up amazing sales opportunities. There are already B2C and B2B companies translating data into operating margin improvements of up to 25 percent. Players in all sectors can follow suit if they build insights from a wide array of internal and external data sources and create tailored selling propositions based on personalization. But to maximize the benefits of big data, it needs to be at the very heart of the sales culture.

Interviews: Jeffrey K. Schomburger, P&G 46

Shashi Upadhyay, Lattice Engines 49

STRATEGY 2 SELL THE WAY YOUR CUSTOMERS WANT 51

Sophisticated customers are not interested in traditional sales models. They demand faster, more seamless, and even enjoyable sales experiences; they want more information and more value, and they want it across all channels. Delivering all this is hard enough--doing so profi tably in both mature and emerging markets is a major challenge. Leading sales organizations are finding ways to improve digital, direct, and indirect channel performance, and are cracking the code of how to integrate them.

CHAPTER 4 Master Multichannel Sales 53

No company can compete today using only a single sales channel. But with so many channels to manage, how can you ensure consistency, maintain close contact with customers, and raise profitability? The best sales leaders blend remote and field sales, integrate online and offline channels, orchestrate direct and indirect sales teams, and even use service as a sales channel.

Interviews: Vikram Nangia, American Express 64

Gregory Lee, Samsung 67

Joachim Müller, Allianz 69

CHAPTER 5 Power Growth through Digital Sales 73

Can your company really claim to be cutting-edge with its digital strategy? The most forward-thinking organizations see sales figures and conversion rates skyrocket when they get digital platforms right. They test and tweak constantly to delight the customer and turn clicks into sales. They embrace mobile and understand the benefits of building customer relationships across platforms. Finally, they recognize that digital cannot stand alone--it is seamless integration with other channels that wins the day.

Interviews: Margo Georgiadis, Google 89

Marco Bonomi, Itaú Unibanco 91

CHAPTER 6 Innovate Direct Sales 95

When did you last change your direct sales approach? Leaders of the most successful direct sales forces have done just that. They now e

Rezensionen

"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. This book, which finally gives the field some proper attention, is long overdue."
--The Economist

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

"Sales Growth reflects a deep understanding of face-to-face sales while also bringing to life the issues-- and lessons to learn-- around e-commerce and new channels. Filled with pragmatic insights, this book is essential reading for anyone managing sales in both today's and tomorrow's multichannel world."
--Robert Friedmann, Chairman, Central Managing Board, Würth Group

"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

"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

"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 sales wisdom condensed in a book. I have recommended this book to many of my sales exeutives who tell me it's helped them look at the sales function with a fresh perspective."
--Joydeep Mukherjee, CEO, HR Johnson

"The new edition of Sales Growth sheds lights on presales, a critically important function in sales management, but one that is often overlooked."
--William Hendrickx, former President EMEA, Alcatel Lucent

"Sales Growth is an outstanding book, sharing deep insights into the processes embedded in great companies. It is a 'must read' book for any company aspiring to outperform its industry. I have personally worked on the principles the book sets out, and seen them deliver exceptional results."
--Vivek Agnihotri, Executive Director & CEO, Prism Cement

"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

"The authors' perspectives on the future of sales management are intriguing and thought-provoking. This book is essential reading for senior sales executives."
--Sunil Rayan, Director of Sales, Google

"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, Former Chief Customer Officer, Mars