Editorial Reviews:
Synopsis
pbCan you handle iSUCCESS/i?/b/p pWith 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./p pAt 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 iThe Sales Growth Imperative/i, 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:/p pbSTAGE 1: START–UP/bbr iGrowth at an accelerating rate/ibr Challenges: adding additional selling capacity/p pbSTAGE 2: VOLUME GROWTH/bbr iGrowth at a declining rate/ibr Challenges: finding new customers, keeping current ones, and launching new products/p pbSTAGE 3: RE-EVALUATION/bbr iLittle to no growth/ibr Challenges: price management and cost reduction/p pbSTAGE 4: OPTIMIZATION/bbr iProfitable revenue growth/ibr Challenges: new value proposition, reaching new markets, and specialization/p pAs 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./p p“David’s expertise regarding compensation and sales effectiveness is clearly articulated in iThe Sales Growth Imperative/i. This book outlines effective tools that can be used at each stage of your business growth.”br b—Bruce Dahlgren, Senior Vice President, Managed Enterprise Solutions, HP Imaging and Printing Group/b/p p“Interested in growing your sales? David Cichelli has crafted a comprehensive guide marketing professionals can use to understand and work effectively with their sales teams. . . . If you are in marketing and need to work with your sales force, get this book!”br b—John L. Graham, Professor of Marketing, The Paul Merage School of Business, University of California, Irvine/p
