Book

Sales Growth

Five Proven Strategies from the World’s Sales Leaders

McKinsey & Company Inc., Thomas Baumgartner, Homayoun Hatami and Maria Valdivieso de Uster

Wiley, 2016

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Sales leaders are ambitious, aggressive, goal-driven professionals. Their mission in life is to climb to the top of the mountain and to earn respect and a healthy paycheck. For these goals to become reality, meeting monthly quotas won’t suffice. Salespeople must develop dramatic sales growth in new areas. That’s why this terrific manual will come in so handy. In this completely updated second edition of McKinsey & Company’s 2012 book, consultants Thomas Baumgartner, Homayoun Hatami and Maria Valdivieso de Uster offer five proven strategies designed to spark sales growth and inspire sales leaders. getAbstract recommends this energized guidebook to sales executives, sales leaders and those who aspire to achieve dynamic sales.

Summary

Turbocharge Sales Growth

Sales executives and other businesspeople understand that sales are the foundation of strong market growth. Sales executives want to know the most effective strategies for turbocharging sales growth. They need assurance that the methods they are implementing today will work tomorrow and in the years to come.

Extensive interviews with 200 sales leaders in 100-plus firms across a selection of major industries – consumer goods, high tech, energy, financial services, and more – revealed five detailed, field-tested, proven strategies:

1. “Find Growth Before Your Competitors Do”

In 2009, the US Congress created the American Recovery and Reinvestment Act (commonly referred to as the “stimulus” or “recovery” act). While most companies wondered what it would mean, one high-tech firm organized a special team to exploit this exciting new opportunity. It developed special IT infrastructure products to “encourage hospitals to upgrade IT infrastructure and transition to electronic medical records,” got the jump on its competitors, and closed multimillion-dollar deals with hospitals only a few weeks after the bill became law.

To ...

About the Authors

Thomas Baumgartner is a senior partner in the Vienna office of McKinsey & Company. Homayoun Hatami is a senior partner in McKinsey’s Paris office and Maria Valdivieso de Uster is a director of knowledge in McKinsey’s Miami office.

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J. D. 8 years ago

Some very interesting concepts raised here, a good insight into the future of sales growth and how to motivate your staff.
B. Y. 8 years ago

Great read, the summary presented lots of interesting information.