New research from McKinsey shows that there are five factors that distinguish high growth organisations from their peers:
- Future focus
- Digital effectiveness
- Strong use of sales analytics
- Investment in people
- Strong leadership
It was interesting to see the research highlight that in people investment, "there’s room for improvement. Among fast growers, just over half believe their organization has the sales capabilities it will need in the future, while a third of the slow growers feel similarly equipped. As few as 18 percent of fast growers think they excel at pipeline management, and even in the most successful area—understanding specific customer needs—only 29 percent claimed to be outstanding".
Worth reading the full article and checking out the book 'Sales Growth'...