The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
- 5h 4m
- David J. Cichelli
- McGraw-Hill
- 2011
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 Model. 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.
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.
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.
In this Book
-
The Sales Growth Imperative
-
How Sales Departments Function
-
Sales Growth Drives Sales-Effectiveness Solutions
-
Sales Growth Phases—How Others Participate
-
Sales Leadership
-
Opportunity Segments
-
Coverage Design
-
Customer Contact Continuum
-
Job Design and Organization Structure
-
Resource Deployment
-
Sales Talent and Management
-
Productivity Metrics
-
Performance Management and Compensation
-
Sales Operations and Technologies
-
Sales Force Transformation
-
Annual Strategic Sales Plan
