The Sales Growth Imperative

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By David J. Cichelli
McGraw Hill (2011)

Knowing which sales-effective solutions to use and when is a common dilemma especially when experts and practitioners alike are quick to offer so many varied and sometimes conflicting “solutions.” In The Sales Growth Imperative, David Cichelli tackles these issues and offers readers an easy-to-understand roadmap to follow.

The Sales Growth Imperative begins and ends with a presumed corporate mandate for the sales function: grow revenues. The challenge is “how.”

The book brings two primary constructs together to suggest which solutions work best during each phase of growth.

The Sales Management System™ provides a complete framework for all functions within the sales department.

The Sales Growth Phases describe the four phases of growth—start-up, volume growth, re-evaluation and optimization.

Features three major sections:

  • Sales Growth Challenges
  • Sales-Effectiveness Solutions
  • Keeping the Sales Force Current

Use this book as a travel guide for your sales management practices.

Primary take away from this book: Sales departments must grow revenue, and they will use different sales solutions depending on the growth rate of the company.



“David’s expertise regarding compensation and sales effectiveness is clearly articulated in The Sales Growth Imperative. This book outlines effective tools that can be used at each stage of your business growth.”

Bruce Dahlgren
Senior Vice President
Chair of Marketing Division
Managed Enterprise Solutions, HP Imaging and Printing Group

“Interested in growing your sales? David Cichelli has crafted a comprehensive guide marketing professionals can use to understand and work effectively with their sales teams… If you are in marketing and need to work with your sales force, get this book!”

John L. Graham
Professor of Marketing
The Paul Merage School of Business, University of California, Irvine