The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth

Erscheinungsjahr 2010
ISBN: 978-0-07-173903-0
Verlag: McGraw-Hill Education

Buch, Englisch, 320 Seiten, Format (B × H): 163 mm x 236 mm, Gewicht: 588 g

Can you handle SUCCESS?With business growth come greatthings—larger market share,increased revenue, happy shareholders.However, sustaining revenue growthis seldom easy. Sales departments must quicklyand seamlessly change sales strategies and tacticsto grow sales. Unfortunately, sales departmentsare often ill-equipped to make the rightchanges at the right time.At long last, a solution to this common problemis at hand. It’s called the Sales Growth Model™.Created by David Cichelli and his team at theAlexander Group, a leading sales effectivenessconsulting company, the Sales Growth Modelexplains how to keep sales results improvingduring all phases of market maturity.In The Sales Growth Imperative, Cichelli useshis game-changing approach to help youanticipate impending challenges and take theright action, enabling the growth to continue—and the sales department to flourish. He showsyou the four stages of business growth andillustrates the challenges of each one:STAGE 1: START–UP
Growth at an accelerating rate
Challenges: adding additional selling capacitySTAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keepingcurrent ones, and launching new productsSTAGE 3: RE-EVALUATION
Little to no growth
Challenges: price managementand cost reductionSTAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reachingnew markets, and specializationAs growth rates change, new sales solutions arenecessary. You need to anticipate and executeyour own successful sales strategy accordingly.Don’t let growth become an obstacle to success.the culmination of 30 years of experience consultingfor such companies as FedEx, Verizon,American Express, HSBC, and Starbucks, theSales Growth Model is the only way to ensuresmooth sailing through the surprisinglytroubled waters of success.“David’s expertise regarding compensation and sales effectiveness is clearlyarticulated in The Sales Growth Imperative. This book outlines effectivetools that can be used at each stage of your business growth.”
—Bruce Dahlgren, Senior Vice President,Managed Enterprise Solutions, HP Imaging and Printing Group“Interested in growing your sales? David Cichelli has crafted a comprehensiveguide marketing professionals can use to understand and work effectivelywith their sales teams. If you are in marketing and need to work with yoursales force, get this book!”
—John L. Graham, Professor of Marketing,The Paul Merage School of Business, University of California, Irvine

Autoren/Hrsg.

Cichelli, David J.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Chapter 1: What Makes a Great Sales Organization; Chapter 2. Why Sales Organizations Fail; Chapter 3. Shopping for Sales Effectiveness Answers; Chapter 4. Sales Growth Model—How Growth Drives Solutions; Chapter 5. Phase I Growth: Start-Up Sales Departments; Chapter 6. Phase II Growth: Volume Growth; Chapter 7. Phase III Growth: Reevaluation; Chapter 8. Phase IV Optimization; Chapter 9. Beyond Growth Phases; Chapter 10. Annual Strategic Sales Management Planning; Chapter 11. Considerations for Sales Leaders; Chapter 12. Summary Observations

Über Autor(innen)

Cichelli, David J.
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

David J. Cichelli is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University's Sales Management Program. Cichelli is the author of Compensating the Sales Force and World at Work's one-day class on sales compensation, and he is a contributing author to Sales and Marketing magazine.