Invest in Partners for Mutual Profit outlines five proven strategies for sales growth: 1) invest enormous energy in managing performance and ensuring stakeholder alignment with a clear vision, 2) find growth opportunities before competitors through advanced analytics, 3) improve back office operations to free up frontline sales time, 4) build strong marketing and sales collaboration, and 5) focus on developing sales talent. Implementing these strategies can lead to sales growth above market trends, increased win rates, and operating margin improvements over 40%.

1. INVEST IN PARTNERS FOR
MUTUAL PROFIT
channel revenues
10-20%10-20%
cost of sales
5-10%5-10%
Sales Growth:
Five proven strategies
Sales leaders drive above market growth by focusing on
five key strategies
Invest enormous energy in managing performance.
Stakeholder alignment is essential, as is a clear vision of how
to prioritize the transformation effort.
Find growth before your competitors do1
25%25%
45%45%
61%61%
33%33%
do sales planning more than
a year out
More than 2/3
invest at least
4% of sales
budget in
future growth
>40%>40%
operating margin improvement
for B2B and B2C companies
Leads to up to
Put advanced
analytics at the
heart of the
sales culture
IMPROVE BACK OFFICE TO FREE FRONT END SALES TIME
PAY MORE ATTENTION TO PRESALES
BUILD MARKETING AND SALES COLLABORATION
sales time gain revenue gain
new business win rates
+50%+50% +10-25%+10-25%
Supercharge your sales engine3
Focus on your people4
Lead the growth5
>⅔
USE ADVANCED ANALYTICS TO OPEN SALES OPPORTUNITIES
Strong presales capabilities for B2B
companies lead to win rates 10 - 15
points higher than those without
1
based on survey of 1,200 B2B purchasers
Source: Sales Growth (Wiley, 2016)
salesgrowth.mckinsey.com
2
“How some companies are using mobile to power growth,”
McKinsey on Marketing & Sales, December 2015
@McK_MktgSales
strong sales /
weak marketing
50%50%
weak sales /
strong marketing
LOOK AHEAD
CASE
STUDY
90%90%of change programs succeed
Best practice leaders:
~30%~30%
Average:
of change programs succeed
A European telecom operator ran a pilot
that featured hands-on coaching, frequent
performance discussions, checklists, and a
team board.
In practice, “overall sales experience” is
3X more important to B2B purchasers
than they say.1
Sell the way your customers want2
3x3x
USE MOBILE SALES TO
DRIVE GROWTH
$20-$30b$20-$30b
Traditional players in retail,
banking, and travel can win back
$20-$30 billion in annual sales
currently captured by e-commerce
pure players2
of companies with both
functions firing deliver
above-market revenue growth
75%75% 80%80%per team member per week
Contract valueOffers closed
FOCUS ON THE SALES EXPERIENCE