SlideShare a Scribd company logo
1 of 1
Download to read offline
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

More Related Content

What's hot

Sales Strategy Secrets And Tips Powerpoint Presentation Slides
Sales Strategy Secrets And Tips Powerpoint Presentation SlidesSales Strategy Secrets And Tips Powerpoint Presentation Slides
Sales Strategy Secrets And Tips Powerpoint Presentation SlidesSlideTeam
 
The Sales Strategy
The Sales StrategyThe Sales Strategy
The Sales StrategySanjay Singh
 
Sales Strategy PowerPoint Presentation Slides
Sales Strategy PowerPoint Presentation SlidesSales Strategy PowerPoint Presentation Slides
Sales Strategy PowerPoint Presentation SlidesSlideTeam
 
Business Development
Business DevelopmentBusiness Development
Business Developmentbethkeno
 
Stratechi Sales Plan Presentation by McKinsey Alum.pdf
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi Sales Plan Presentation by McKinsey Alum.pdf
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi.com
 
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccess
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccessCustomer Success Maturity Model - Dave Blake, CEO, ClientSuccess
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccessSaaStock
 
Sales Review PowerPoint Presentation Slides
Sales Review PowerPoint Presentation Slides Sales Review PowerPoint Presentation Slides
Sales Review PowerPoint Presentation Slides SlideTeam
 
Branding Services Proposal PowerPoint Presentation Slides
Branding Services Proposal PowerPoint Presentation SlidesBranding Services Proposal PowerPoint Presentation Slides
Branding Services Proposal PowerPoint Presentation SlidesSlideTeam
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy developmentOrysya Sklyar
 
Target Based Sales Performance PowerPoint Presentation Slides
Target Based Sales Performance PowerPoint Presentation SlidesTarget Based Sales Performance PowerPoint Presentation Slides
Target Based Sales Performance PowerPoint Presentation SlidesSlideTeam
 
Pitch Deck For Investors Powerpoint Presentation Slides
Pitch Deck For Investors Powerpoint Presentation SlidesPitch Deck For Investors Powerpoint Presentation Slides
Pitch Deck For Investors Powerpoint Presentation SlidesSlideTeam
 
Business Sales Review PowerPoint Presentation Slides
Business Sales Review PowerPoint Presentation SlidesBusiness Sales Review PowerPoint Presentation Slides
Business Sales Review PowerPoint Presentation SlidesSlideTeam
 
Sales Performance Review Powerpoint Presentation Slides
Sales Performance Review Powerpoint Presentation SlidesSales Performance Review Powerpoint Presentation Slides
Sales Performance Review Powerpoint Presentation SlidesSlideTeam
 
Customer Success Model PowerPoint Presentation Slides
Customer Success Model PowerPoint Presentation Slides Customer Success Model PowerPoint Presentation Slides
Customer Success Model PowerPoint Presentation Slides SlideTeam
 
Channel Sales Marketing And Strategy Plan Complete Decks
Channel Sales Marketing And Strategy Plan Complete DecksChannel Sales Marketing And Strategy Plan Complete Decks
Channel Sales Marketing And Strategy Plan Complete DecksSlideTeam
 
Quarterly Sales Performance Review PowerPoint Presentation Slides
Quarterly Sales Performance Review PowerPoint Presentation SlidesQuarterly Sales Performance Review PowerPoint Presentation Slides
Quarterly Sales Performance Review PowerPoint Presentation SlidesSlideTeam
 
Product marketing org structure + interlocks
Product marketing org structure + interlocksProduct marketing org structure + interlocks
Product marketing org structure + interlocksTravis Wilkins
 
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated Revenue
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated RevenueDemandbase + Gartner: Sales and Marketing Blueprint to Accelerated Revenue
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated RevenueDemandbase
 
Sponsorship Proposal Letter Powerpoint Presentation Slides
Sponsorship Proposal Letter Powerpoint Presentation SlidesSponsorship Proposal Letter Powerpoint Presentation Slides
Sponsorship Proposal Letter Powerpoint Presentation SlidesSlideTeam
 

What's hot (20)

Sales Strategy Secrets And Tips Powerpoint Presentation Slides
Sales Strategy Secrets And Tips Powerpoint Presentation SlidesSales Strategy Secrets And Tips Powerpoint Presentation Slides
Sales Strategy Secrets And Tips Powerpoint Presentation Slides
 
The Sales Strategy
The Sales StrategyThe Sales Strategy
The Sales Strategy
 
Sales Strategy PowerPoint Presentation Slides
Sales Strategy PowerPoint Presentation SlidesSales Strategy PowerPoint Presentation Slides
Sales Strategy PowerPoint Presentation Slides
 
Business Development
Business DevelopmentBusiness Development
Business Development
 
Stratechi Sales Plan Presentation by McKinsey Alum.pdf
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi Sales Plan Presentation by McKinsey Alum.pdf
Stratechi Sales Plan Presentation by McKinsey Alum.pdf
 
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccess
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccessCustomer Success Maturity Model - Dave Blake, CEO, ClientSuccess
Customer Success Maturity Model - Dave Blake, CEO, ClientSuccess
 
Sales Review PowerPoint Presentation Slides
Sales Review PowerPoint Presentation Slides Sales Review PowerPoint Presentation Slides
Sales Review PowerPoint Presentation Slides
 
Branding Services Proposal PowerPoint Presentation Slides
Branding Services Proposal PowerPoint Presentation SlidesBranding Services Proposal PowerPoint Presentation Slides
Branding Services Proposal PowerPoint Presentation Slides
 
Sales strategy development
Sales strategy developmentSales strategy development
Sales strategy development
 
Target Based Sales Performance PowerPoint Presentation Slides
Target Based Sales Performance PowerPoint Presentation SlidesTarget Based Sales Performance PowerPoint Presentation Slides
Target Based Sales Performance PowerPoint Presentation Slides
 
Pitch Deck For Investors Powerpoint Presentation Slides
Pitch Deck For Investors Powerpoint Presentation SlidesPitch Deck For Investors Powerpoint Presentation Slides
Pitch Deck For Investors Powerpoint Presentation Slides
 
Business Sales Review PowerPoint Presentation Slides
Business Sales Review PowerPoint Presentation SlidesBusiness Sales Review PowerPoint Presentation Slides
Business Sales Review PowerPoint Presentation Slides
 
Sales Performance Review Powerpoint Presentation Slides
Sales Performance Review Powerpoint Presentation SlidesSales Performance Review Powerpoint Presentation Slides
Sales Performance Review Powerpoint Presentation Slides
 
Customer Success Model PowerPoint Presentation Slides
Customer Success Model PowerPoint Presentation Slides Customer Success Model PowerPoint Presentation Slides
Customer Success Model PowerPoint Presentation Slides
 
Channel Sales Marketing And Strategy Plan Complete Decks
Channel Sales Marketing And Strategy Plan Complete DecksChannel Sales Marketing And Strategy Plan Complete Decks
Channel Sales Marketing And Strategy Plan Complete Decks
 
The Ultimate Blueprint to Channel Partner Engagement
The Ultimate Blueprint to Channel Partner EngagementThe Ultimate Blueprint to Channel Partner Engagement
The Ultimate Blueprint to Channel Partner Engagement
 
Quarterly Sales Performance Review PowerPoint Presentation Slides
Quarterly Sales Performance Review PowerPoint Presentation SlidesQuarterly Sales Performance Review PowerPoint Presentation Slides
Quarterly Sales Performance Review PowerPoint Presentation Slides
 
Product marketing org structure + interlocks
Product marketing org structure + interlocksProduct marketing org structure + interlocks
Product marketing org structure + interlocks
 
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated Revenue
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated RevenueDemandbase + Gartner: Sales and Marketing Blueprint to Accelerated Revenue
Demandbase + Gartner: Sales and Marketing Blueprint to Accelerated Revenue
 
Sponsorship Proposal Letter Powerpoint Presentation Slides
Sponsorship Proposal Letter Powerpoint Presentation SlidesSponsorship Proposal Letter Powerpoint Presentation Slides
Sponsorship Proposal Letter Powerpoint Presentation Slides
 

Viewers also liked

Everything you want to know about sales growth but are afraid to ask
Everything you want to know about sales growth but are afraid to askEverything you want to know about sales growth but are afraid to ask
Everything you want to know about sales growth but are afraid to askMcKinsey on Marketing & Sales
 
“Haves” and “have-mores”: the accelerating digitization of the US economy
“Haves” and “have-mores”: the accelerating digitization of the US economy“Haves” and “have-mores”: the accelerating digitization of the US economy
“Haves” and “have-mores”: the accelerating digitization of the US economyMcKinsey on Marketing & Sales
 
Making loyalty pay: How to build - not destroy - value
Making loyalty pay: How to build - not destroy - valueMaking loyalty pay: How to build - not destroy - value
Making loyalty pay: How to build - not destroy - valueMcKinsey on Marketing & Sales
 
Five keys to unlocking growth in marketing’s “golden age”
Five keys to unlocking growth in marketing’s “golden age”Five keys to unlocking growth in marketing’s “golden age”
Five keys to unlocking growth in marketing’s “golden age”McKinsey on Marketing & Sales
 

Viewers also liked (20)

Marketing Performance Infographic
Marketing Performance InfographicMarketing Performance Infographic
Marketing Performance Infographic
 
Breakthrough Sales Productivity
Breakthrough Sales ProductivityBreakthrough Sales Productivity
Breakthrough Sales Productivity
 
The marketer strikes back
The marketer strikes backThe marketer strikes back
The marketer strikes back
 
Sales 2.0
Sales 2.0Sales 2.0
Sales 2.0
 
Everything you want to know about sales growth but are afraid to ask
Everything you want to know about sales growth but are afraid to askEverything you want to know about sales growth but are afraid to ask
Everything you want to know about sales growth but are afraid to ask
 
Megatrends for sales organizations
Megatrends for sales organizationsMegatrends for sales organizations
Megatrends for sales organizations
 
Sales Growth: Quotes from select interviews
Sales Growth: Quotes from select interviewsSales Growth: Quotes from select interviews
Sales Growth: Quotes from select interviews
 
The Journey to Revenue Growth
The Journey to Revenue GrowthThe Journey to Revenue Growth
The Journey to Revenue Growth
 
5 Components of Digital Marketing Operations
5 Components of Digital Marketing Operations5 Components of Digital Marketing Operations
5 Components of Digital Marketing Operations
 
How b2b brands talk past their customers
How b2b brands talk past their customersHow b2b brands talk past their customers
How b2b brands talk past their customers
 
“Haves” and “have-mores”: the accelerating digitization of the US economy
“Haves” and “have-mores”: the accelerating digitization of the US economy“Haves” and “have-mores”: the accelerating digitization of the US economy
“Haves” and “have-mores”: the accelerating digitization of the US economy
 
Building your own growth compass
Building your own growth compassBuilding your own growth compass
Building your own growth compass
 
INFOGRAPHIC: Megatrends for Sales
INFOGRAPHIC: Megatrends for SalesINFOGRAPHIC: Megatrends for Sales
INFOGRAPHIC: Megatrends for Sales
 
Big Data and Big Profits
Big Data and Big ProfitsBig Data and Big Profits
Big Data and Big Profits
 
Amazon's secret sauce
Amazon's secret sauceAmazon's secret sauce
Amazon's secret sauce
 
Making loyalty pay: How to build - not destroy - value
Making loyalty pay: How to build - not destroy - valueMaking loyalty pay: How to build - not destroy - value
Making loyalty pay: How to build - not destroy - value
 
Consumer Decision Journeys
Consumer Decision JourneysConsumer Decision Journeys
Consumer Decision Journeys
 
Megatrends for sales organizations
Megatrends for sales organizationsMegatrends for sales organizations
Megatrends for sales organizations
 
Five keys to unlocking growth in marketing’s “golden age”
Five keys to unlocking growth in marketing’s “golden age”Five keys to unlocking growth in marketing’s “golden age”
Five keys to unlocking growth in marketing’s “golden age”
 
McKinsey: Understanding shifts in consumer behavior
McKinsey: Understanding shifts in consumer behaviorMcKinsey: Understanding shifts in consumer behavior
McKinsey: Understanding shifts in consumer behavior
 

Similar to Infographic – Sales Growth: Five proven strategies

B2BCamp Session (Part 1): Account Based Selling Meets Accont Based Marketing
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp Session (Part 1): Account Based Selling Meets Accont Based Marketing
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp
 
What Motivates A Sales Force
What Motivates A Sales ForceWhat Motivates A Sales Force
What Motivates A Sales ForceCallidus Software
 
CMO's Guide to Greater Power and Influence
CMO's Guide to Greater Power and InfluenceCMO's Guide to Greater Power and Influence
CMO's Guide to Greater Power and InfluenceEM Marketing
 
Getting The Most of Your Advertising Dollars PRstore
Getting The Most of Your Advertising Dollars PRstoreGetting The Most of Your Advertising Dollars PRstore
Getting The Most of Your Advertising Dollars PRstorePRstore Phoenix
 
Getting the most of your advertising dollars p rstore
Getting the most of your advertising dollars p rstoreGetting the most of your advertising dollars p rstore
Getting the most of your advertising dollars p rstorePRstore Phoenix
 
How to Get the Most From Your Advertising
How to Get the Most From Your AdvertisingHow to Get the Most From Your Advertising
How to Get the Most From Your Advertisingwangell
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar SlidesInsideSales.com
 
RED3SIXTY - Cracking the Business.pptx
RED3SIXTY - Cracking the Business.pptxRED3SIXTY - Cracking the Business.pptx
RED3SIXTY - Cracking the Business.pptxRED 3SIXTY
 
2014 SaaS Metrics Report
2014 SaaS Metrics Report2014 SaaS Metrics Report
2014 SaaS Metrics ReportTotango
 
B2B Domination: Marketing's huge opportunity to drive profitable growth
B2B Domination: Marketing's huge opportunity to drive profitable growthB2B Domination: Marketing's huge opportunity to drive profitable growth
B2B Domination: Marketing's huge opportunity to drive profitable growthRegalix
 
The Future of the Cloud Is Customer Success
The Future of the Cloud Is Customer SuccessThe Future of the Cloud Is Customer Success
The Future of the Cloud Is Customer SuccessGainsight
 
2019 Channel Incentive Planning: Achieving Growth & Transformation
2019 Channel Incentive Planning: Achieving Growth & Transformation2019 Channel Incentive Planning: Achieving Growth & Transformation
2019 Channel Incentive Planning: Achieving Growth & Transformation360insights
 
8 Tips for Beating Your Sales Goals in 2016
8 Tips for Beating Your Sales Goals in 20168 Tips for Beating Your Sales Goals in 2016
8 Tips for Beating Your Sales Goals in 2016RAIN Group
 
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...Anaplan
 
Growing Revenues with Partners
Growing Revenues with PartnersGrowing Revenues with Partners
Growing Revenues with Partnerscapevector
 
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...saastr
 
Why choose salesforce ? Top 10 reasons to choose salesforce
Why choose salesforce ? Top 10 reasons to choose salesforceWhy choose salesforce ? Top 10 reasons to choose salesforce
Why choose salesforce ? Top 10 reasons to choose salesforceValentin DAVID
 
2014 Channel Strategy: Simplicity Drives Success
2014 Channel Strategy: Simplicity Drives Success2014 Channel Strategy: Simplicity Drives Success
2014 Channel Strategy: Simplicity Drives Successparago
 
Motivation - Simplicity Drives Success
Motivation - Simplicity Drives SuccessMotivation - Simplicity Drives Success
Motivation - Simplicity Drives SuccessMotivationDays
 

Similar to Infographic – Sales Growth: Five proven strategies (20)

B2BCamp Session (Part 1): Account Based Selling Meets Accont Based Marketing
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based MarketingB2BCamp Session (Part 1): Account Based Selling Meets Accont Based Marketing
B2BCamp Session (Part 1): Account Based Selling Meets Accont Based Marketing
 
What Motivates A Sales Force
What Motivates A Sales ForceWhat Motivates A Sales Force
What Motivates A Sales Force
 
CMO's Guide to Greater Power and Influence
CMO's Guide to Greater Power and InfluenceCMO's Guide to Greater Power and Influence
CMO's Guide to Greater Power and Influence
 
Getting The Most of Your Advertising Dollars PRstore
Getting The Most of Your Advertising Dollars PRstoreGetting The Most of Your Advertising Dollars PRstore
Getting The Most of Your Advertising Dollars PRstore
 
Getting the most of your advertising dollars p rstore
Getting the most of your advertising dollars p rstoreGetting the most of your advertising dollars p rstore
Getting the most of your advertising dollars p rstore
 
How to Get the Most From Your Advertising
How to Get the Most From Your AdvertisingHow to Get the Most From Your Advertising
How to Get the Most From Your Advertising
 
Planning for growth
Planning for growthPlanning for growth
Planning for growth
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides
 
RED3SIXTY - Cracking the Business.pptx
RED3SIXTY - Cracking the Business.pptxRED3SIXTY - Cracking the Business.pptx
RED3SIXTY - Cracking the Business.pptx
 
2014 SaaS Metrics Report
2014 SaaS Metrics Report2014 SaaS Metrics Report
2014 SaaS Metrics Report
 
B2B Domination: Marketing's huge opportunity to drive profitable growth
B2B Domination: Marketing's huge opportunity to drive profitable growthB2B Domination: Marketing's huge opportunity to drive profitable growth
B2B Domination: Marketing's huge opportunity to drive profitable growth
 
The Future of the Cloud Is Customer Success
The Future of the Cloud Is Customer SuccessThe Future of the Cloud Is Customer Success
The Future of the Cloud Is Customer Success
 
2019 Channel Incentive Planning: Achieving Growth & Transformation
2019 Channel Incentive Planning: Achieving Growth & Transformation2019 Channel Incentive Planning: Achieving Growth & Transformation
2019 Channel Incentive Planning: Achieving Growth & Transformation
 
8 Tips for Beating Your Sales Goals in 2016
8 Tips for Beating Your Sales Goals in 20168 Tips for Beating Your Sales Goals in 2016
8 Tips for Beating Your Sales Goals in 2016
 
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...
Anaplan SPM webinar series, part 5: Aligning Sales, HR, and Finance with Effe...
 
Growing Revenues with Partners
Growing Revenues with PartnersGrowing Revenues with Partners
Growing Revenues with Partners
 
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...
Playbook to Optimizing Efficiency and the Burn Multiple with Bessemer Venture...
 
Why choose salesforce ? Top 10 reasons to choose salesforce
Why choose salesforce ? Top 10 reasons to choose salesforceWhy choose salesforce ? Top 10 reasons to choose salesforce
Why choose salesforce ? Top 10 reasons to choose salesforce
 
2014 Channel Strategy: Simplicity Drives Success
2014 Channel Strategy: Simplicity Drives Success2014 Channel Strategy: Simplicity Drives Success
2014 Channel Strategy: Simplicity Drives Success
 
Motivation - Simplicity Drives Success
Motivation - Simplicity Drives SuccessMotivation - Simplicity Drives Success
Motivation - Simplicity Drives Success
 

More from McKinsey on Marketing & Sales

McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey on Marketing & Sales
 
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisis
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisisMcKinsey Survey: Japanese consumer sentiment during the coronavirus crisis
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisisMcKinsey on Marketing & Sales
 
McKinsey Survey: Australian consumer sentiment during the coronavirus crisis
McKinsey Survey: Australian consumer sentiment during the coronavirus crisisMcKinsey Survey: Australian consumer sentiment during the coronavirus crisis
McKinsey Survey: Australian consumer sentiment during the coronavirus crisisMcKinsey on Marketing & Sales
 
McKinsey Survey: Indian consumer sentiment during the coronavirus crisis
McKinsey Survey: Indian consumer sentiment during the coronavirus crisisMcKinsey Survey: Indian consumer sentiment during the coronavirus crisis
McKinsey Survey: Indian consumer sentiment during the coronavirus crisisMcKinsey on Marketing & Sales
 
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisis
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisisMcKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisis
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisisMcKinsey on Marketing & Sales
 
McKinsey Survey: Korean consumer sentiment during the coronavirus crisis
McKinsey Survey: Korean consumer sentiment during the coronavirus crisisMcKinsey Survey: Korean consumer sentiment during the coronavirus crisis
McKinsey Survey: Korean consumer sentiment during the coronavirus crisisMcKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events in Europe are...
McKinsey European consumer sentiment survey: How current events in Europe are...McKinsey European consumer sentiment survey: How current events in Europe are...
McKinsey European consumer sentiment survey: How current events in Europe are...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey on Marketing & Sales
 
McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey on Marketing & Sales
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey on Marketing & Sales
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey on Marketing & Sales
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey on Marketing & Sales
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey on Marketing & Sales
 

More from McKinsey on Marketing & Sales (20)

McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...
 
McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...
 
McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...
 
McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...
 
McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...
 
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisis
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisisMcKinsey Survey: Japanese consumer sentiment during the coronavirus crisis
McKinsey Survey: Japanese consumer sentiment during the coronavirus crisis
 
McKinsey Survey: Australian consumer sentiment during the coronavirus crisis
McKinsey Survey: Australian consumer sentiment during the coronavirus crisisMcKinsey Survey: Australian consumer sentiment during the coronavirus crisis
McKinsey Survey: Australian consumer sentiment during the coronavirus crisis
 
McKinsey Survey: Indian consumer sentiment during the coronavirus crisis
McKinsey Survey: Indian consumer sentiment during the coronavirus crisisMcKinsey Survey: Indian consumer sentiment during the coronavirus crisis
McKinsey Survey: Indian consumer sentiment during the coronavirus crisis
 
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisis
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisisMcKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisis
McKinsey: Survey: Indonesian consumer sentiment during the coronavirus crisis
 
McKinsey Survey: Korean consumer sentiment during the coronavirus crisis
McKinsey Survey: Korean consumer sentiment during the coronavirus crisisMcKinsey Survey: Korean consumer sentiment during the coronavirus crisis
McKinsey Survey: Korean consumer sentiment during the coronavirus crisis
 
McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...McKinsey European consumer sentiment survey: How current events are shaping F...
McKinsey European consumer sentiment survey: How current events are shaping F...
 
McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...McKinsey European consumer sentiment survey: How current events are shaping U...
McKinsey European consumer sentiment survey: How current events are shaping U...
 
McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...McKinsey European consumer sentiment survey: How current events are shaping G...
McKinsey European consumer sentiment survey: How current events are shaping G...
 
McKinsey European consumer sentiment survey: How current events in Europe are...
McKinsey European consumer sentiment survey: How current events in Europe are...McKinsey European consumer sentiment survey: How current events in Europe are...
McKinsey European consumer sentiment survey: How current events in Europe are...
 
McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...McKinsey European consumer sentiment survey: How current events are shaping S...
McKinsey European consumer sentiment survey: How current events are shaping S...
 
McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...McKinsey European consumer sentiment survey: How current events are shaping I...
McKinsey European consumer sentiment survey: How current events are shaping I...
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...
 
McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...McKinsey survey: European consumer sentiment survey: How current events are s...
McKinsey survey: European consumer sentiment survey: How current events are s...
 

Recently uploaded

Role of listening in selling or negotiation..pptx
Role of listening in selling or negotiation..pptxRole of listening in selling or negotiation..pptx
Role of listening in selling or negotiation..pptxafsalkn612
 
TRAITS OF A SUCCESSFUL SALESPERSON .pptx
TRAITS OF A SUCCESSFUL SALESPERSON .pptxTRAITS OF A SUCCESSFUL SALESPERSON .pptx
TRAITS OF A SUCCESSFUL SALESPERSON .pptxpravin414449
 
Discover Kashmir's Best products at Rachnas.pdf
Discover Kashmir's Best products at Rachnas.pdfDiscover Kashmir's Best products at Rachnas.pdf
Discover Kashmir's Best products at Rachnas.pdfRachnas Inc
 
Curtain Fabric File | Sofa Fabric File | Asadeep Furnishing
Curtain Fabric File | Sofa Fabric File | Asadeep FurnishingCurtain Fabric File | Sofa Fabric File | Asadeep Furnishing
Curtain Fabric File | Sofa Fabric File | Asadeep FurnishingAsadeep Furnishing Pvt. Ltd.
 
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...ZurliaSoop
 
Potato Peeler ficha tecnica.pdf 30kg importado
Potato Peeler ficha tecnica.pdf 30kg importadoPotato Peeler ficha tecnica.pdf 30kg importado
Potato Peeler ficha tecnica.pdf 30kg importadoSandroBarrosSassi1
 
The complete process of Lead Generation.pptx
The complete process of Lead Generation.pptxThe complete process of Lead Generation.pptx
The complete process of Lead Generation.pptxamrithagstvm
 
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...Obat Cytotec
 
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...FiveRings Marketing
 

Recently uploaded (10)

Role of listening in selling or negotiation..pptx
Role of listening in selling or negotiation..pptxRole of listening in selling or negotiation..pptx
Role of listening in selling or negotiation..pptx
 
TRAITS OF A SUCCESSFUL SALESPERSON .pptx
TRAITS OF A SUCCESSFUL SALESPERSON .pptxTRAITS OF A SUCCESSFUL SALESPERSON .pptx
TRAITS OF A SUCCESSFUL SALESPERSON .pptx
 
JUAL OBAT ABORSI SURABAYA 081466799220 PIL CYTOTEC PENGGUGUR KANDUNGAN SURABAYA
JUAL OBAT ABORSI SURABAYA 081466799220 PIL CYTOTEC PENGGUGUR KANDUNGAN SURABAYAJUAL OBAT ABORSI SURABAYA 081466799220 PIL CYTOTEC PENGGUGUR KANDUNGAN SURABAYA
JUAL OBAT ABORSI SURABAYA 081466799220 PIL CYTOTEC PENGGUGUR KANDUNGAN SURABAYA
 
Discover Kashmir's Best products at Rachnas.pdf
Discover Kashmir's Best products at Rachnas.pdfDiscover Kashmir's Best products at Rachnas.pdf
Discover Kashmir's Best products at Rachnas.pdf
 
Curtain Fabric File | Sofa Fabric File | Asadeep Furnishing
Curtain Fabric File | Sofa Fabric File | Asadeep FurnishingCurtain Fabric File | Sofa Fabric File | Asadeep Furnishing
Curtain Fabric File | Sofa Fabric File | Asadeep Furnishing
 
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...
Jual obat aborsi Magelang ( 085657271886 ) Cytote pil telat bulan penggugur k...
 
Potato Peeler ficha tecnica.pdf 30kg importado
Potato Peeler ficha tecnica.pdf 30kg importadoPotato Peeler ficha tecnica.pdf 30kg importado
Potato Peeler ficha tecnica.pdf 30kg importado
 
The complete process of Lead Generation.pptx
The complete process of Lead Generation.pptxThe complete process of Lead Generation.pptx
The complete process of Lead Generation.pptx
 
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...
KLINIK PEKANBARU JUAL ONLINE OBAT PENGGUGUR KANDUNGAN 087776558899 OBAT ABORS...
 
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...
Beyond Traditional Selling: How You Can Leverage Modern Channels For Growth T...
 

Infographic – Sales Growth: Five proven strategies

  • 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