Can you handle SUCCESS?



With business growth come great
things-larger market share,
increased revenue, happy shareholders.
However, sustaining revenue growth
is seldom easy. Sales departments must quickly
and seamlessly change sales strategies and tactics
to grow sales. Unfortunately, sales departments
are often ill-equipped to make the right
changes at the right time.



At long last, a solution to this common problem
is at hand. It's called the Sales Growth Model (TM).
Created by David Cichelli and his team at the
Alexander Group, a leading sales effectiveness
consulting company, the Sales Growth Model
explains how to keep sales results improving
during all phases of market maturity.
In The Sales Growth Imperative, Cichelli uses
his game-changing approach to help you
anticipate impending challenges and take the
right action, enabling the growth to continue-
and the sales department to flourish. He shows
you the four stages of business growth and
illustrates the challenges of each one:



STAGE 1: START-UP

Growth at an accelerating rate

Challenges: adding additional selling capacity



STAGE 2: VOLUME GROWTH

Growth at a declining rate

Challenges: finding new customers, keeping
current ones, and launching new products



STAGE 3: RE-EVALUATION

Little to no growth

Challenges: price management
and cost reduction



STAGE 4: OPTIMIZATION

Profitable revenue growth

Challenges: new value proposition, reaching
new markets, and specialization



As growth rates change, new sales solutions are
necessary. You need to anticipate and execute
your own successful sales strategy accordingly.
Don't let growth become an obstacle to success.
the culmination of 30 years of experience consulting
for such companies as FedEx, Verizon,
American Express, HSBC, and Starbucks, the
Sales Growth Model is the only way to ensure
smooth sailing through the surprisingly
troubled waters of success.




"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,
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