Can you handle SUCCESS?        With 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.        At 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 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: START–UP    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.    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.            “David’s expertise regarding compensation and sales effectiveness is clearly    articulated in The Sales Growth Imperative. This book outlines effective    tools that can be used at each stage of your business growth.”    —Bruce Dahlgren, Senior Vice President,    Managed Enterprise Solutions, HP Imaging and Printing Group        “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!”    —John L. Graham, Professor of Marketing,    The Paul Merage School of Business, University of California, Irvine

The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth PDF

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