today's book brief: sales growth
TRANSCRIPT
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.
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.
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
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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.
“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.
CREATE YOUR GREATEST WORK
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