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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book: "Sales Growth: Five Proven Strategies from the World's Sales Leaders".
This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain that the leading U.S. and European companies would create greater value if they focused more on creating sales growth rather than achieving productivity improvements or greater operational efficiency. This summary will teach you the importance of sales and how they are the key to success.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your business knowledge
To learn more, read "Sales Growth" and discover why you should start focusing your energy on increasing sales!
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Seitenzahl: 32
Veröffentlichungsjahr: 2014
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Book PresentationSales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark
Book Abstract
About the Author
Important Note About This Ebook
Summary of Sales Growth (Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark)
Book PresentationSales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark
Book Abstract
MAIN IDEA
Today’s marketplace clearly requires companies to be very, very good at selling and yet when 1,000 leading US and European companies were analyzed, it was shown over half would create greater value if they focused more on creating sales growth rather than on achieving productivity improvements or greater operating efficiencies. Once a company is achieving 15 percent return on invested capital, it will create more shareholder value by improving its revenue growth than it will by trying to continue to improve its return on invested capital.
This means the best way to beat the market today is to put sales at the heart of your growth agenda. Based on a study of more than 100 large global companies (averaging $31 billion in revenues, $47 billion market capitalization and 86,000 employees) who have consistently outperformed their peers in terms of growth and profitability over a five-year period, it became clear there were five proven strategies for driving and sustaining sales growth:
About the Author
THOMAS BAUMGARTNER is a partner in the Vienna office of McKinsey & Company. He co-leads McKinsey’s work on global sales and channels and advises clients on how to achieve top-line growth in high-tech, electronics, transportation, telecommunications and consumer goods. He is a graduate of the University of Business Economics in Vienna.
HOMAYOUN HATAMI is a partner in the Paris office of McKinsey & Company. He co-leads McKinsey’s work on sales growth. He convenes McKinsey’s Chief Marketing & Sales Officer Forum and has worked with clients in the high-tech and telecommunications industries. He is a graduate of Ecole Centrale Paris and the MIT Sloan School of Management.
JON VANDER ARK is a partner in the Detroit office of McKinsey & Company. He co-leads McKinsey’s work on sales growth. His expertise is in sales and channel management in the travel, automotive, industrial and consumer durables industries. He is a frequent keynote speaker at industry forums and sales and marketing conferences. He is a graduate of Calvin College and Harvard Law School.
The Web site for this book is atsalesgrowth.mckinsey.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Sales Growth (Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark)
1. Get to growth opportunities before your competitors do
To grow sales, you’ve first got to start with an appetite for growth. Once you have that determination to grow and grow big, you then start figuring out where that future growth lies.
Look 10 quarters ahead
Great companies do three interrelated things to capture the benefits of forward thinking when it comes to sales growth:
Surf the trends – Great sales leaders are aware of the big trends which are coming and figure out ways to position themselves advantageously. For example, everyone knows cloud computing is going to be very big in the future. Accordingly, smart sales leaders are starting to target small businesses with new pay-as-you-go business models which take full advantage of the capabilities of cloud computing. They make it their business to know which trends are coming and how those trends will impact on their customers and their industries in the future.Invest ahead of demand
