The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
With business growth come great thingslarger 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.
At long last, a solution to this common problem is at hand. Its 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 The Sales Growth Imperative, 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:
STAGE 1: STARTUP
Growth at an accelerating rate
Challenges: adding additional selling capacity
STAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keeping current ones, and launching new products
STAGE 3: RE-EVALUATION
Little to no growth
Challenges: price management and cost reduction
STAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reaching new markets, and specialization
As growth rates change, new sales solutions are necessary. You need to anticipate and execute your own successful sales strategy accordingly. Dont 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.
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