Infographic – Sales Growth: Five proven strategies
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Transcript of Infographic – Sales Growth: Five proven strategies
INVEST IN PARTNERS FOR MUTUAL PROFIT
channel revenues10-20%10-20%
cost of sales
5-10%5-10%
Sales Growth: Five proven strategiesSales 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-$30bTraditional 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 valueO�ers closed
FOCUS ON THE SALES EXPERIENCE