There may be no job more difficult than leading a sales force. Every sales manager knows what is expected of them: revenue growth. But the challenges of growth have changed over the last decade. As the sales organizations' clients' worlds have become increasingly marked with disruptive change and uncertainty, selling has become more difficult. Salespeople have more trouble creating and winning new opportunities, as clients struggle to make change under conditions that make it difficult to know exactly what to do Instead of selling to "a decision-maker," they often try to build consensus of a task force, many of whom block any potential change Sales cycles continue to grow longer, with some suggesting it has lengthened 22% in the last five years Both sales management and sales roles are now experiencing high turnover, with the average time in role being about 18 months for each role Most sales organizations miss their goals for one of two reasons, or sometimes both. The first is too few opportunities, and the second is too few deals won In Leading Growth, sales expert Anthony Iannarino introduces two "Growth Formulas." It's simple: Existing Revenue - Churn (Lost Revenue) + New Revenue = Growth-but only if you generate revenue greater than your churn. While this formula is fundamental, the second one is equally important: Effective Leadership + The Sales Force's Effectiveness = Growth. Leading Growth explores the fundamentals of leadership, including vision, transformation, decision-making, strategy, and communication to define new structures of growth: accountability, people, planning, pipeline, and effectiveness. Perfect for salespeople at every level, Leading Growth is an indispensable resource to unlock the secrets to increasing revenue and achieving success.

Book Information
ISBN 9781119890331
Author A Iannarino
Format Hardback
Imprint John Wiley & Sons Inc
Publisher John Wiley & Sons Inc