 Is Your Sales Organization a Dark Silo or a Real Growth Driver?Guido Quelle ()
Chapter 4 in Profitable Growth, 2012, pp 49-60 from Springer Abstract: Abstract In part, growth is generated by customers who are not just satisfied but enthusiastic, making Sales particularly important to promoting growth. Conversely, if your Sales department is weak, isolated or lacking in focus, it can be one of the worst possible brakes to growth. Power brakes in cars are nothing compared to a Sales department that intentionally or unintentionally stands in the way of your growth. You will learn in Chap. 4 how important it is to have a sales strategy that is aligned to the corporate strategy and what you can do to implement a strategy process in your Sales department. You will get ideas how to deal with the strong aversion of Sales to every sort of structure. You will get practical advice how to improve the cooperation of Sales with your company’s most important departments in order to finally create customers that are not just satisfied but enthusiastic so that your Sales department is a real growth driver. Keywords: Senior Management; Sales Representative; Sales Employee; Flight Attendant; Sales Staff (search for similar items in EconPapers) There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-32787-2_4 Ordering information: This item can be ordered from DOI: 10.1007/978-3-642-32787-2_4 Access Statistics for this chapter More chapters in Management for Professionals from Springer |
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