BY THOMAS BAUMGARTNER, HOMAYOUN HATAMI AND JON VANDER ARK
Driving consistent sales growth is a challenge that persists through fat times and lean times, no matter what the financial weather.
The authors are keen to stress that there is no catch-all solution, but the blueprint they offer in this book is as close as you’re going to come to finding one. Featuring the advice of more than 120 of the most successful sales leaders in the world, Sales Growth aims to help the reader find trends and innovative ways of selling.
In this engaging volume ambitious salespeople will learn how to dig deeper and untapped potential for growth, coupled with nine fundamental lessons that can be applied to any business in any sector. They are designed to be clear and straightforward so that anyone in sales management can grasp them quickly and develop their own “sales DNA”.
In the foreword the authors explain it plainly: “nothing is more important than customer success, and sales is the entry point to learning how to make the customer successful. Sales is everything.”
Key to that, according to the book, is to anticipate demand before it takes off – and invest in a sales strategy that pre-empts the pitfalls. The authors argue that it doesn’t matter what size your business is – the larger you are, the harder it can be to outstrip your competitors. SMEs can greatly benefit, learning in the lap of the gods (of sales).