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

The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
Author :
Publisher : McGraw Hill Professional
Total Pages : 316
Release :
ISBN-10 : 9780071742351
ISBN-13 : 0071742352
Rating : 4/5 (352 Downloads)

Book Synopsis The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth by : David J. Cichelli

Download or read book The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth written by David J. Cichelli and published by McGraw Hill Professional. This book was released on 2010-11-12 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: Can you handle SUCCESS? With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time. At long last, a solution to this common problem is at hand. It’s called the Sales Growth ModelTM. Created by David Cichelli and his team at the Alexander Group, a leading sales effectiveness consulting company, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In The Sales Growth Imperative, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue— and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one: STAGE 1: START–UP Growth at an accelerating rate Challenges: adding additional selling capacity STAGE 2: VOLUME GROWTH Growth at a declining rate Challenges: finding new customers, keeping current ones, and launching new products STAGE 3: RE-EVALUATION Little to no growth Challenges: price management and cost reduction STAGE 4: OPTIMIZATION Profitable revenue growth Challenges: new value proposition, reaching new markets, and specialization As growth rates change, new sales solutions are necessary. You need to anticipate and execute your own successful sales strategy accordingly. Don’t let growth become an obstacle to success. the culmination of 30 years of experience consulting for such companies as FedEx, Verizon, American Express, HSBC, and Starbucks, the Sales Growth Model is the only way to ensure smooth sailing through the surprisingly troubled waters of success. “David’s expertise regarding compensation and sales effectiveness is clearly articulated in The Sales Growth Imperative. This book outlines effective tools 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 comprehensive guide marketing professionals can use to understand and work effectively with their sales teams. . . . If you are in marketing and need to work with your sales force, get this book!” —John L. Graham, Professor of Marketing, The Paul Merage School of Business, University of California, Irvine


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

The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
Language: en
Pages: 316
Authors: David J. Cichelli
Categories: Business & Economics
Type: BOOK - Published: 2010-11-12 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Can you handle SUCCESS? With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth
The No-growth Imperative
Language: en
Pages: 250
Authors: Gabor Zovanyi
Categories: Architecture
Type: BOOK - Published: 2013 - Publisher: Routledge

DOWNLOAD EBOOK

Mounting evidence reveals that the existing scale of human enterprise has already surpassed global ecological limits to growth. This ecological reality clearly
The Growth Spiral
Language: en
Pages: 166
Authors: Hans Christoph Binswanger
Categories: Business & Economics
Type: BOOK - Published: 2012-12-14 - Publisher: Springer Science & Business Media

DOWNLOAD EBOOK

This book develops a new theory of the modern economy. Conventional economic theory is (still) based on an essentially static notion of equilibrium. In contrast
The Resilience Imperative
Language: en
Pages: 402
Authors: Michael Lewis
Categories: Business & Economics
Type: BOOK - Published: 2012-06-12 - Publisher: New Society Publishers

DOWNLOAD EBOOK

Argues that the economy can only be improved through major changes that will make it more decentralized and cooperative, including such novel ideas as energy se
Jeffrey Gitomer's Sales Manifesto
Language: en
Pages: 210
Authors: Jeffrey Gitomer
Categories: Business & Economics
Type: BOOK - Published: 2019-01-01 - Publisher: Sound Wisdom

DOWNLOAD EBOOK

Jeffrey Gitomer’s SALES MANIFESTOImperative Actions You Need to Take and Master to Dominate Your Competition and Win for Yourself...For the Next Decade After