“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

video-power-sales

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

Case Studies

New SPIF Governance for Distributor Design to Achieve Company Goals
The company needed to simplify its sales compensation program (including vendor SPIFs) to alleviate the administrative burden and regain control of its sales force from vendors.

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eBooks

How to Set Effective Quotas as New Products and Services Are Introduced
From our recent webinar, AGI answers the question: why are Sales Quotas important?

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Case Studies

A software company looks at benchmarks to understand reasons behind rep turnover
A software company was experiencing sales rep turnover at almost twice the industry benchmark rate. Sales management hired AGI to determine the cause of the issue and recommend solutions.

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Articles

Why sales compensation should matter to corporate boards of directors
Should a board of directors care about sales compensation? Yes.

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FROM THE BLOG

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Competency models: an essential tool for sales transformations
To ensure a successful sales transformation, sales leaders need to ensure the right people are in the right jobs. A successful transformation starts with a well-designed competency model.

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FROM THE BLOG

Aligning sales compensation to accelerate the transition to Cloud
What sales comp changes and potential trade-offs do hybrid software companies make as they transition from “Dabble” to “Engaged?” Aligning sales comp can be one of the most challenging issues as part of the transition to Cloud.

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FROM THE BLOG

Private Equity: Does your portfolio company have enough sales people?
Start the sales structural review of the portfolio company by asking: Do we have the right resources covering the right customers? If not, a company’s growth strategy will likely fail.

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FROM THE BLOG

Sales compensation program management: Not just for big complex companies
How can companies big and small effectively scale their sales compensation programs as they grow? A good start begins by deploying the management practices described here.

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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.