Sales leaders drive market growth by focusing on five key strategies.

1. Sales Growth: Five proven strategies
Sales leaders drive above market growth by focusing on five key strategies
1
based on survey of 1,200 B2B purchasers
2
“How some companies are using mobile to power growth,” McKinsey on Marketing & Sales, December 2015
Find growth before your competitors do1
25%25%
45%45%do sales planning more than
a year out
More than 2/3
invest at least
4% of sales
budget in
future growth
operating margin improvement
for B2B and B2C companies
Leads to up to
Put advanced
analytics at the
heart of the
sales culture
>²⁄3
USE ADVANCED ANALYTICS TO OPEN SALES OPPORTUNITIES
LOOK AHEAD
61%61%
33%33%
>40%>40%
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
Strong presales capabilities for B2B
companies lead to win rates 10 - 15
points higher than those without
strong sales /
weak marketing
50%50%
weak sales /
strong marketing
of companies with both
functions firing deliver
above-market revenue growth
INVEST IN PARTNERS FOR
MUTUAL PROFIT
channel revenues
10-20%10-20%
cost of sales
5-10%5-10%
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
FOCUS ON THE SALES EXPERIENCE
The best management invests enormous energy in
managing performance.
Stakeholder alignment is essential, as is a clear vision of how
to prioritize the transformation effort.
+75%+75% +80%+80%
Focus on your people4
Lead the growth5
CASE STUDY:
90%90%of change programs succeed
Best practice leaders:
~30%~30%
Average:
of change programs succeed
per team member
European
Telecom
Operator
per week
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