“80% of strategy comes down to execution. Alexander Group is exceptional at turning strategy into a relevant revenue generation model.”

Tom Isett, Senior Advisor, Popper and Co.

Identify sources of sales growth and deliver the right value with the right sales motions.

Sales Strategy planning for revenue growth determines whom you sell to, what you say to them and how you deliver the value promised. Start with consideration of where your biggest opportunities for growth are and the unique advantages inherent in your products/services. What messaging will best showcase your offerings? Now define what pre- and post-sale activities you will need to realize your advantages and deliver your unique messages convincingly. These considerations lead to informed decisions on what you need in terms of sales resources and investment to achieve your growth ambitions.

  • Revenue Segments
  • Value Propositions
  • home-tab1-revenue

Points of View on Revenue Growth Strategy

eBooks

Sales Growth Strategy – Winning in the Value Segment
The 2013 Chief Sales Executive Forum taught executives how much they are expected to grow, where to find growth, and how to get it.

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Whitepapers

Create Buyer Messages That Matter
What is the role of product literature and sales messages? Learn more about creating the most effective messaging through message content, completeness and precision.

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Case Studies

Building Material Manufacturer Transforms Sales Coverage Model
A sales model assessment helped this company's sales organization evolve to become a competitive advantage.

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Whitepapers

Eight Principles Of Sales Force Reinvention
Reinvention is not an event; it is a process. Learn how your company can use these principles to enable your sales force to deliver more value and greater differentiation.

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“Alexander Group’s experience in revenue growth consulting is unmatched. They provide valuable assessments, select best practices and practical results to help grow our business.”

– Mark Little, CEO, TotalJobs

Structure your sales organization to align processes, people and resources with your growth strategy.

Based on the strategic assessment, you will know which sales processes should be applied to find, close and retain business in your target markets. You will want to use the least cost resources and simplest processes to deliver the value that customers demand. This principle will determine whether to sell direct, specialize, engage partners or add an inside sales team. It will also inform how these resources should be deployed. Sales organizational structure is a direct reflection of your goals, market opportunities and the types of sales motions needed to execute.

  • home-tab2-channel
  • home-tab2-organization
  • Sizing & Deployment

Points of View on Sales Organizational Structure

Case Studies

Distribution Company Increases Sales Effectiveness
The company wanted to determine how the reps could increase sales effectiveness and improve productivity for revenue growth and ROI.

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eBooks

Evolving Cloud Sales Role
This eBook discusses the evolving cloud sales role through hunters, farmers and hybrid positions based on the session at the 2014 Cloud Symposium.

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Case Studies

Health Plan Provider Uncovers Opportunities to Increase Productivity
The company needed to assess the sales organization’s current practices to determine its efficiency and effectiveness.

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Whitepapers

The First Line Sales Manager Evolution
External factors continue to challenge the effectiveness of the traditional first line sales manager role. Learn more about this new role in the Pharma industry.

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“The Alexander Group helped us solve some high level business issues and provided a much faster path to a solution than we would have ever reached by ourselves.”

– Dave Clark, VP, Sales Systems, Service and Solutions, Johnson Controls

With strategy and structure in place, measure, track and manage for constant improvement.

Managing a complex sales organization requires constant communication, feedback and tuning. You need to ensure you have the right talent in the right places, that this talent is enabled with the right tools, executing the right processes. And that each position is responsible for the right metrics and goals. You must also communicate, train and coach your sellers on what is expected while recognizing and rewarding top performance. Effective sales organizational management will enable your sellers and partners to bring your strategy to life.

  • Talent, Skills & Supervision
  • Productivity, Quotas and Metrics
  • Performance Management & Rewards

Points of View on Revenue Growth Management

Whitepapers

Compensating Sales Reps to Align to Your Cloud Strategy
Most software firms and software solution resellers today are transforming their business models for the cloud.

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Videos

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The Power of Sales Analytics
Polycom was able to use the valuable sales analytics and research from AGI to take their business to the next level.

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Case Studies

Software Company Overhauls Partner Incentives and Doubles New Business
This company's ineffective channel incentive program did not support the company’s strategic growth objectives and wasn't financially viable.

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Whitepapers

Playbooks Execute Your Sales Vision
Sales leaders face many challenges in leading the sales force to effectively execute the vision.

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From the front lines of revenue growth

Podcasts

agi-podcast-industries

Technology
This series provides new ideas, expert advice and industry trends in Technology and Cloud Sales. The Technology team presents challenges and the evolution of new sales models in the industry.

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Whitepapers

Sales Compensation: Rewarding Sellers for Sales Performance
Is there a science to sales comp design or do these programs have no classification system? By following the simple and proven rules here, leaders can create and sustain effective sales comp plans.

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Articles

Balancing Culture and Sales Compensation
Both “globalist” and “internationalist” approaches have some benefits but can create complications for global leaders. When it comes to sales compensation plan design, the debate over global versus local is alive and well.

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Podcasts

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Manufacturing
This series brings you an inside view to sales in the Manufacturing industry. Learn from previous Manufacturing sales reps and tips on how your company can increase revenue.

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FROM THE BLOG

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The Evolving Role and Value of Manufacturer Representatives
A dramatically changing sales landscape in manufacturing favors innovation, strong technical skills, business savvy and adaptability. The manufacturer rep model is the go-to sales coverage approach of choice for a large portion of manufacturing firms in a number of industry branches.

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FROM THE BLOG

Global Market

The Country With the Most Sales Compensation Teaming Is…
Do sales comp programs differ from country to country? AGI's recently published “2016 Multi-Country Sales Comp Practices Survey” took an in-depth look at sales comp practices among companies that have sales personnel in numerous countries.

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FROM THE BLOG

New Way - Road Sign. Motivation Slogan.

To compete in the new economy, modernize your approach to sales talent
Does the talent management program at your company suffer from too many “random acts of support”? The Alexander Group can help.

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FROM THE BLOG

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Sales playbooks: Coordinating a marketing-driven sales process
Sales playbooks are instrumental to the development, documentation and delivery of sales processes to coordinate marketing and analytics resources.

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Industry Focus & Expertise

Key industry verticals require specialized insights on revenue growth strategy — that’s why Alexander Group has developed particular depth in select industries. For each of these areas, we have established dedicated practices, led by consultants with years of experience driving growth in these industries.