Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book)
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About this ebook
This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain that the leading U.S. and European companies would create greater value if they focused more on creating sales growth rather than achieving productivity improvements or greater operational efficiency. This summary will teach you the importance of sales and how they are the key to success.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your business knowledge
To learn more, read "Sales Growth" and discover why you should start focusing your energy on increasing sales!
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Sales Growth (Review and Analysis of Baumgartner, Hatami and Vander Ark's Book) - BusinessNews Publishing
Book Presentation
Sales Growth by Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark
Book Abstract
About the Author
Important Note About This Ebook
Summary of Sales Growth (Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark)
Book Abstract
MAIN IDEA
Today’s marketplace clearly requires companies to be very, very good at selling and yet when 1,000 leading US and European companies were analyzed, it was shown over half would create greater value if they focused more on creating sales growth rather than on achieving productivity improvements or greater operating efficiencies. Once a company is achieving 15 percent return on invested capital, it will create more shareholder value by improving its revenue growth than it will by trying to continue to improve its return on invested capital.
This means the best way to beat the market today is to put sales at the heart of your growth agenda. Based on a study of more than 100 large global companies (averaging $31 billion in revenues, $47 billion market capitalization and 86,000 employees) who have consistently outperformed their peers in terms of growth and profitability over a five-year period, it became clear there were five proven strategies for driving and sustaining sales growth:
About the Author
THOMAS BAUMGARTNER is a partner in the Vienna office of McKinsey & Company. He co-leads McKinsey’s work on global sales and channels and advises clients on how to achieve top-line growth in high-tech, electronics, transportation, telecommunications and consumer goods. He is a graduate of the University of Business Economics in Vienna.
HOMAYOUN HATAMI