Sales Growth: Five Proven Strategies from the Worlds Sales Leaders

"Sales Growth belongs in the selling–as–science school. The book argues that data, process management and outsourcing can do as much for sales departments as for other areas of the corporation. This book, which finally gives the field some proper attention, is long overdue." The Economist

PRAISE FOR SALES GROWTH

"Reading this book is like walking into a room where more than a hundred of the world′s sales leaders are openly sharing their perspectives. Sales Growth puts sales management back where it belongs: at the center of management thinking about what makes businesses successful."
Marc Benioff, Chairman and CEO, Salesforce

"Sales Growth reflects a deep understanding of face–to–face sales while also bringing to life the issues and lessons to learn around e–commerce and new channels. Filled with pragmatic insights, this book is essential reading for anyone managing sales in both today′s and tomorrow′s multichannel world."
Robert Friedmann, Chairman, Central Managing Board, Würth Group

"Sales Growth shares wisdom that successful sales leaders have cultivated to create greater value for their customers and their companies. It offers a compelling set of case examples that combine the art of selling with true analytical rigor and operational know–how."
Gerhard Gschwandtner, CEO, Selling Power magazine

"Sales Growth is essential reading for business leaders and MBA students. It is a thoughtful and practical addition to the discipline of sales management. Using timely stories and provocative anecdotes, the authors provide executives with an important and accessible book."
David Schmittlein, John C. Head III Dean, MIT Sloan School of Management

THOMAS BAUMGARTNER is a senior partner in McKinsey & Company′s Vienna office. He co–leads McKinsey′s work on sales and channels globally. Thomas advises clients in industries including high–tech, electronics, transportation, basic materials, telecommunications, and consumer goods where he helps them outline and drive large–scale, top–line growth programs.

HOMAYOUN HATAMI is a senior partner in the Paris office of McKinsey & Company. He leads the firm′s Marketing & Sales Practice in Europe, the Middle East, and Africa. Homayoun has a broad range of experience working with clients around the world to help them drive above–market growth.

MARIA VALDIVIESO is a director of knowledge in McKinsey & Company′s Marketing & Sales Practice, based in Miami. She advises B2B and consumer companies on driving sales growth and commercial transformations, and leads McKinsey′s research on sales and channel excellence.