During the last 12 months, a lot of companies have done a good job increasing profitability. However, in many cases that increase has been achieved primarily by cutting costs rather than increasing growth.
Over the last year, McKinsey& Co interviewed over a 100 sales executives from around the world, across industries to identify examples of companies that were achieving success in driving the other side of the balance sheet – increasing growth.
In a recent article in the McKinsey Quarterly – Using Your Sales Force to Jump-Start Growth – four innovative ideas are presented for leveraging your sales force to reignite sales growth.
We found the ideas to be practical, innovative and applicable across companies – a worthwhile read for any sales leader.
Check out other posts on sales effectiveness at the Sales Training Connection.