Sales Growth: 5 Proven Strategies From The World'S Sales Leaders, Second Edition

How do sales executives in large companies drive and sustain growth? How do they see growth opportunities before competitors do-be it through capturing trends, or finding pockets of growth in existing markets? How can their organization deploy multiple channels to serve customers of different sizes and with different needs-and how can it optimize direct and indirect channels? How can their companies use sales operations and technology as true engines of growth? How can their companies drive near-term growth while building capabilities for the long term? Underpinning all these questions-and of course of utmost relevance to senior sales executives-is what sales leaders themselves should do differently. This updated second edition explores how senior sales executives around the world are tackling these issues-and gathers real-world lessons and ideas from world class companies.

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.