The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
by David J. Cichelli
2011 (320 pages)
ISBN:9780071739030
Showing you the four stages of business growth and illustrating the challenges of each one, this book uses a game-changing approach to help you anticipate these challenges and take the right action, enabling the growth to continue and the sales department to flourish.
The Sales Growth Imperative?How World Class Sales Organizations Successfully Manage the Four Stages of Growth
Preface
Overview
Sales Departments Must Grow Revenues
Two Constructs
How This Book is Organized
Tidy But not Perfect
Part 1 ? Sales Growth Challenges
Chapter One ? The Sales Growth Imperative
Why Grow?
Sales Departments: Their Charter, Legacy, and Folklore
Chapter Two ? How Sales Departments Function
Searching for the Universal Sales Management Model
The Goals of all Sales Departments
Why Salespeople?
Sales Management System?
The Eight Pillars
Foundation Platform
Summary
Chapter Three ? Sales Growth Drives Sales-Effectiveness Solutions
The Destiny of Sales Organizations
Growth Phases
The Challenge of Low Growth
Growth Phases and Sales Effectiveness
Summary
Chapter Four ? Sales Growth Phases?How Others Participate
The Impact of Growth Phases on Others
The Evolution of Other Resources
Summary
Part 2 ? Sales-Effectiveness Solutions
Chapter Five ? Sales Leadership
Leadership Overview
Leadership?Dimensions of Sales Effectiveness
Leadership?Sales-Effectiveness Tools
Sales Leadership?Growth Phases
Summary
Chapter Six ? Opportunity Segments
Types of Opportunity Segments
Dimensions of Sales Effectiveness?Opportunity Segments
Opportunity Segment Tools
Dimensions of Sales Effectiveness?Growth Phases
Summary
Chapter Seven ? Coverage Design
Overview of Coverage Design Choices
Dimensions of Sales Effectiveness: Coverage Design
Coverage Design Tools
Sales Coverage Growth Phases
Summary
Chapter Eight ? Customer Contact Continuum
Overview of Customer Contact Continuum Planning
Dimensions of Sales Effectiveness?Customer Contact Continuum
Customer Contact Continuum Through the Four Phases of Growth
Summary
Chapter Nine ? Job Design and Organization Structure
Overview of Job Design and Organization Structure
Dimensions of Sales Effectiveness: Job Design and Organization Structure
Job Design and Organization Structure Tools
Sales Jobs and Organization Structure through the Four Phases of Growth
Summary
Chapter Ten ? Resource Deployment
Overview
Dimensions of Sales Effectiveness?Resource Deployment
Resource Deployment Tools
Resource Deployment Through the Four Phases of Growth
Summary
Chapter Eleven ? Sales Talent and Management
Overview
Sales Talent Principles
Sales Management Principles
Dimensions of Sales Effectiveness?Sales Talent and Management
Sales Talent and Management Tools
Sales Talent and Management Through the Four Phases of Growth
Summary
Chapter Twelve ? Productivity Metrics
Three Classes of Measurement
General Principles of Measurement
Dimensions of Sales Effectiveness?Productivity Metrics
Productivity Metrics Tools
Productivity Metrics Through the Four Phases of Growth
Summary
Chapter Thirteen ? Performance Management and Compensation
Why People Do What They Do
Management Themes?How Philosophy Operates
Dimensions of Sales Effectiveness?Performance Management and Compensation
Performance Management and Compensation Tools
Performance Management and Compensation Through the Four Phases of Growth
Summary
Chapter Fourteen ? Sales Operations and Technologies
Sales Operations and Technologies Components
Dimensions of Sales Effectiveness?Sales Operations and Technologies
Sales Operations and Technologies Tools
Sales Operations and Technologies Through the Four Phases of Growth
Summary
Part 3 ? Keeping the Sales Force Current
Chapter Fifteen ? Sales Force Transformation
Strategic Sales Themes of Growth Phases
Sales Force Obsolescence and Transformation
Sales Force Failure in the Re-Evaluation Phase
From Re-Evaluation to Optimization: The Sales Force Transformation Project
Summary
Chapter Sixteen ? Annual Strategic Sales Plan
Overview
The Annual Sales Plan and Growth Phases
Format of Annual Sales Plan
In Closing
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