About this item
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it - as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth.
About the Author
Thomas Baumgartner (Vienna, Austria) is a Director in the Vienna office of McKinsey & Company. He co-leads McKinsey's Global Sales & Channel service line. Thomas advises clients in industries such as high tech, electronics, transportation, basic materials, telecommunications, and consumer goods-where he helps his clients outline and drive large-scale top line growth programs. Over the last 10 years, he has led sales- and channel-related global research on topics such as the customer interaction model of the future, lean go-to-market, best-practice account management and winning in the small and medium segment.
