60-SECOND BOOK BRIEFS

SALES GROWTH

McKinsey’s Sales and Marketing practice researched 120 of the world’s most successful sales leaders, and found that they used 5 strategies to grow revenues in any economy.

STRATEGY #1:

FIND GROWTH

BEFORE YOUR

COMPETITORS DO

WHERE’S THE

GROWTH?You should be looking at

technological, political, geographical, and

regulatory trends. You should also be mining all

of the available data at your company.

STRATEGY #2:

SELL THE WAY YOUR

CUSTOMERS

WANT

You need to master multichannel sales, and integrate offline and online sales. Pay attention to

digital sales, where most of your growth will come.

MASTER MULTI- CHANNEL SALES

STRATEGY #3:

SOUP UP YOUR SALES

ENGINE

$ELL$ELL$ELL

$ELL$ELL$ELL$ELL$ELL$ELL$ELL$ELL$ELL$ELL

$ELL$ELL$ELL$ELL$ELL$ELL$ELL$ELL$ELL

$ELL

$ELL$ELL$ELL

Design sale processes that support your sales team. Pay attention to

anything that will allow your

salespeople to spend more time selling and

less time doing administrative tasks,

using technology whenever possible.

STRATEGY #4:

FOCUS ON YOUR PEOPLE

“Hi, remember me? I’m

employee #9?”

YOU NEED TO TURN ROOKIES INTO

RAINMAKERS IN RECORD TIME, SET THE

CORRECT TEMPO FOR PERFORMANCE, AND REMEMBER THAT IT’S

NOT ALWAYS JUST ABOUT THE

PAYCHEQUE FOR SALES REPS.

STRATEGY #5:

LEAD SALES

GROWTH

THIS PUSH NEEDS TO COME FROM

THE TOP OF THE ORGANIZATION, AND YOU NEED

TO DEMAND RESULTS.

CREATE YOUR GREATEST WORK

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