“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?

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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
Does sales force reinvention work? Reinvention is not an event; it is a process.

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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 sales role.

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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

Pharmaceutical industry leader optimizes resource allocation with right-size salesforce
A pharma medical device innovator severely underpenetrated the market with competitors looking to join and steal market share.

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Case Studies

Changing global markets require change in strategy
‭Due to a shift in the economic environment and associated buying behaviors, this global industrial manufacturer sought the help of AGI to identify target opportunities and create new route to customer models.

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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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Case Studies

New job roles, sizing and deployment drive focus for distributor
A global automotive parts distributor with a legacy sales structure was experiencing stagnant growth. Lack of clarity in job roles and strategic focus, as well as inequitable territories were limiting sales growth.

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FROM THE BLOG

Link or sink: sales compensation strategy for today’s print media companies
Sales compensation, when leveraged appropriately, can be the difference between winning or losing in the digital age.

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FROM THE BLOG

Sales readiness survey: using field input to improve sales productivity
AGI's specialized Sales Readiness Survey uses field perceptions of key attributes to evaluate an organization’s overall capabilities and productivity.

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FROM THE BLOG

Selling around price in a commodity market – lessons learned in health insurance
The case studies here illustrate the sales strategy AGI developed with three recent health insurance clients using AGI’s Revenue Growth Model™ as a framework.

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FROM THE BLOG

Revenue leaders: adapt your models to the ‘age of the customer’
A group of executives discussed the topic of the changing buyer’s journey and how revenue leadership models are evolving to drive growth at the second AGI European Growth Summit.

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The Chief Sales Digest is the leading resource for sales and revenue growth

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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.