Selling is Dead
Chapter One
Building Your New
Growth Engine
Is Selling Dead?
Three small words. One powerful and provocative question. The answer
has potentially severe consequences for a corporate America dependent
on sales teams for not just growth but survival.
The premise behind this book is that the business and profession of
selling are about to change. Soon. Dramatically. Forever.
After decades of inspired productivity advances throughout the
enterprise (production, distribution, back office, product development,
communication, etc.), selling units on the whole have found themselves
lagging pathetically behind in the race for more with less.
In an article titled "Measuring Up" in the March 2005 issue of Sales
and Marketing Management, several reports and studies about the underperformance
and unacceptable productivity levels of sales teams were
discussed. One of the studies was conducted by Accenture, a management
consulting firm. Accenture had administered a survey finding that
senior executives rated sales as the most critical department from a value
perspective. Yet, 56 percent of these same executives felt their sales
t ... read full excerpt from Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth ebook
