IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-642-32787-2_4.html
   My bibliography  Save this book chapter

Is Your Sales Organization a Dark Silo or a Real Growth Driver?

In: Profitable Growth

Author

Listed:
  • Guido Quelle

    (Mandat Managementberatung GmbH)

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.

Suggested Citation

  • Guido Quelle, 2012. "Is Your Sales Organization a Dark Silo or a Real Growth Driver?," Management for Professionals, in: Profitable Growth, edition 127, chapter 4, pages 49-60, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-32787-2_4
    DOI: 10.1007/978-3-642-32787-2_4
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:mgmchp:978-3-642-32787-2_4. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.