Whitepaper Spotlight
Evolution of Sales Models in the Medical Device Industry
Hospital administrators are laser focused on improving productivity and efficiency. Part of the efficiency equation is consolidation through M&A. Another is network expansion. For medical device sales leaders, consolidation means fewer accounts with more buying power.
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Sales leaders face many challenges in leading the sales force to effectively execute the vision. Somehow, great sales leaders get it done. What is their secret? What are the key differences between good leaders and great ones? At the Alexander Group, we believe one of the key differences rests with the leader’s ability to show the sales force how to be successful — in other words, how to execute the sale.
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The 2012 Summit at the Chief Sales Executive Forum explored how in an age of extraordinary volatility, how sales leaders can equip their sales organization to adapt quickly and effectively, and that ability to change becomes a competitive advantage. Read the insights discussed by the 2012 Summit at the Forum attendees.
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In 2012, Alexander Group explored the bold moves that leading companies made to secure their growth ambitions through expertise and intellectual capital delivered by their sales organizations. Read the insights shared by the speakers at the 2012 Regional and Annual Chief Sales Executive Forums.
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Hospital administrators are laser focused on improving productivity and efficiency. Part of the efficiency equation is consolidation through M&A. Another is network expansion. For medical device sales leaders, consolidation means fewer accounts with more buying power.
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External factors continue to challenge the effectiveness of the traditional sales role. Though they differ by industry, these factors are causing many companies to redesign the role of their first line sales managers.
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Alexander Group’s 2012 Spring Chief Sales Executive Summits explored the critical role of sales force culture in successfully implementing a new sales strategy. Executives from industries as diverse as cloud software to construction products participated. This paper shares insight on what must be done to update and leverage culture to improve the odds of success when implementing a new sales strategy.
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This executive summary from the Alexander Group’s 2012 CSE Regional Forum summarizes the bold solutions and new sales roles that are being implemented by sales leaders to stimulate solid growth in an indifferent economy by delivering more value to increasingly sophisticated customers.
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This executive summary from the Alexander Group’s 2011 CSE Forum summarizes the wisdom of leaders from some of the top sales organizations in the world regarding where and how they are investing to position for success in 2012.
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In May and June of 2011, the Alexander Group conducted Regional Forums in New York and Chicago. This executive summary provides insight into what sales leaders must do to ignite a transformation mandate and manage the ensuing sales transformation process.
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This summary of executive conversations from the Alexander Group’s May and June 2011 Chief Sales Executive Summit events shows how sales leaders are making smart moves to support their transformation to a customer motivated sales culture.
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Based on results from the Alexander Group’s 2010/2011 Sales Pulse Survey and what was learned from speakers at the 2010 Chief Sales Executive Forum, this paper describes how acting in the customer’s best interests adds growth to the sales equation.
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This paper summarizes the discussion from the Executive Summit session at the 2010 Chief Sales Executive Forum, in which executives agreed that 2011 sales growth is dependent on emerging markets, advanced account management skills and innovative ideas.
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Industry consolidation and new customer call points are creating new rules and challenging traditional sales roles for pharma companies. Success requires bold solutions for customer interaction, sales rep roles, allocation of resources and goals and sales incentive design. This eBook outlines how pharmaceutical sales organizations can adapt to these new rules.
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A new role for a new pharmaceutical sales environment. External factors including health care reform, increased payer influence, and the emergence of IDN’s continue to challenge the effectiveness of the traditional physician-focused pharmaceutical sales role. This white paper highlights Alexander Group’s findings in this area.
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This whitepaper summarizes the findings of the 2009 Chief Sales Executive Regional Forums, where over 80 top sales leaders explored what sales organizations can do to deliver results in a weak economy.
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This whitepaper is a summary of the key findings from the 2009 Chief Sales Executive Summit events, in which top sales leaders discussed the economic crisis and its impact on the sales function, sales leadership and performance expectations.
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This whitepaper from the 2009 Chief Sales Executive Forum explores what sales leaders are doing to take charge of the post-recession growth agenda. Over 150 senior sales leaders in attendance shared their thoughts on strategies to renew the growth ambitions of their sales organizations.
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This whitepaper features highlights of the discussion at the 2009 Chief Sales Executive Summit at the Forum where 10 senior sales executives discussed the economic crisis and it's impact on the sales function, sales leadership and performance expectations.
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Top sales executives set the stage for sustained growth. In this whitepaper, senior sales executives from six leading companies offer insights into how their sales function is shaping and driving the growth mission in their organizations.
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This whitepaper, Part II of the Alexander Group's Executive Roundtable series on Leveraging Inside Sales, explores how top level sales executives overcome initial resistance to inside sales and highlights the factors they believe are critical to the ultimate success of implementing the tele-sales function.
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This whitepaper presents findings from the Alexander Group's 2008 Chief Sales Executive Forum, examining what leading sales organizations are doing to gain the edge needed to deliver results in a difficult economy - a message that is still relevant in today's environment.
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Today's more complex sales models require more sales and marketing collaboration around sales process design and execution. This whitepaper explores how some companies have unlocked the code for Sales and Marketing synergy and what results they have seen as a result of these alliances.
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Leading sales organizations are focused more than ever on improving sales yield… getting more from their available sales assets. Optimizing sales coverage investment is one key to achieving this objective. This whitepaper distills findings on sales coverage investment from discussions with over 75 senior sales executives.
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This whitepaper, compiled from a series of four Executive Roundtable sessions held with a total of 35 senior sales executives from 26 companies, discusses sales coverage model execution, with particular emphasis on moving from transaction to solution selling.
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This whitepaper draws on the discussions from 10 Executive Roundtable sessions in which a total of 80 senior sales executives shared their objectives, challenges and solutions around increasing the quantity and quality of sales time in their sales organizations.
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This whitepaper is the first of a two part Executive Roundtable series on Leveraging Inside Sales. Part I explores the benefits of inside sales, along with the specific organization options available to top sales executives who are considering a change in their go-to-market mix.