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

Cichelli, David J.

Hardcover

ISBN 10: 0071739033 ISBN 13: 9780071739030

Publisher: McGraw-Hill Education, 2010

Synopsis

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 capacity

STAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keepingcurrent ones, and launching new products

STAGE 3: RE-EVALUATION
Little to no growth
Challenges: price managementand cost reduction

STAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reachingnew markets, and specialization

As 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

About this title

About the Author

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.

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2010
• Language: English
• ISBN 10: 0071739033
• ISBN 13: 9780071739030
• Binding: Hardcover
• Number of pages: 320