The Alexander Group can help clients optimize all aspects of the sales coverage equation, improving productivity through:
- Selecting and deploying supplemental sales channels
- Sizing and deploying overlay sales jobs
- Defining new customer coverage protocols and selling processes
- Building new and improved performance management and metrics
- Allocating sales quotas based on sales potential
- Building first line manager coaching capabilities
- Implementing new sales compensation programs
Increased financial pressure means sales leaders must continually improve sales productivity: achieve more with less.
The Alexander Group helps clients meet this challenge by assessing sales potential across the entire organization, then giving sales executives the tools to determine how to achieve the maximum throughput with existing resources.
Our sales productivity assessments pinpoint where clients can improve current go-to-market processes and programs, helping to:
- Quantify the time current sales assets devote to actual customer coverage.
- Calculate the real value of a sales hour.
- Determine how sales productivity compares to select benchmark companies and our clients’ desired sales strategy.
A holistic view of all these factors provides a complete look at how clients can increase the amount of available sales time, increase sales throughput and optimize the cost of sales coverage resources to maximize sales yield.
Sales yield goes up when available selling time is used most effectively, and we evaluate and fine tune sales and buying processes, sales costs, channel supplements such as telemarketing or tele-service, and programs to improve seller focus such as sales compensation. We also evaluate how factors such as the role of the first-line manager in performance coaching impacts seller effectiveness.
The Alexander Group helps clients not only realize immediate sales potential, but also build a true sales productivity discipline. Clients develop the flexibility and skills to improve productivity over and over, year after year. Such finely tuned sales organizations can attract and retain winners who make their numbers and managers who are equipped to coach and develop — all in a high-performance, customer-motivated culture.