Revenue Growth. Now.

Alexander Group’s management consulting services produce maximum revenue growth for clients. Superior growth begins with the right strategy, is enabled with structure and sustained through management. We use our proven Revenue Growth Model™ to assess and provide fact-based insights in all three categories.

“Alexander Group has been a valued partner for Dexcom and has helped us in our ongoing efforts to continue to increase sales revenues.”

– Laura Endres, National Sales Director, Dexcom

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 sales management 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

Due Diligence for Private Equity Investment in High Growth Business
A PE firm, looking to add a high growth enterprise business to their portfolio, needed to answer, “can this company continue to scale at the pace it is presenting?”

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Survey Findings

2015 Pharmaceutical & Biotech Sales Comp Survey – US
AGI conducted a survey of sales comp trends focused on the Pharmaceutical / Biotech industry. This is the US participation summary.

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eBooks

Health Care Channel Management Optimization
This is an example of channel diagnostics and the role deployment process, including the three step process taken.

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Whitepapers

Using Sales Compensation to Drive Manufacturing Growth
Manufacturers' sales compensation plans fail to incent behaviors that address some of the key challenges facing manufacturers today.

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FROM THE BLOG

2016 SCT Survey_Cover Image_250X166px

Sales leaders plan to increase sales compensation costs 3 percent in 2016
Our multiyear survey results reveal that total sales comp costs tend to be higher than the budget amount.

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FROM THE BLOG

Manufacturing: how to identify and fix five common sales process mistakes
Identifying five common sales process mistakes will accelerate the needed change for well-defined manufacturing sales models.

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FROM THE BLOG

Medical Science Technology

Global Pharma sales compensation trends — changes abound
Top pharmaceutical companies cited major adjustments to their upcoming challenges and changes for the next fiscal year.

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FROM THE BLOG

ValueWinning_250X162

Value=winning: the role of sales in connecting customers with value
Mark Colombo with FedEx Services explains the changing sales role and increasing value of time spent with customers.

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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.