Reinvent the sales organization
Transforming Success
During a sales transformation project the Alexander Group focuses on several key levers, working with clients to:
- Increase sales time
- Improve sales process collaboration skills
- Upgrade the sales performance-coaching model
- Create a transformation metrics dashboard
- Quantify and reduce perceived sales representative risk
- Upgrade sales and sales management talent
- Improve organizational responsiveness
- Strengthen the leadership message
- Reduce cost of sales
- Increase revenue per head
Embarking on a major change to a sales organization is not for the faint of heart. It takes buy-in from the CEO on down, a tolerance for risk and a willingness to put every facet of the sales organization under the microscope.
Despite the risks and organizational challenges, everyone — from shareholders to executives to sales reps — stands to gain from a well-executed sales transformation. Success can yield a 10-20% revenue gain, and it hinges on having an expert partner who can guide well-informed decisions: Alexander Group.
Why transform?
Any company that is facing major change should consider how the sales organization will be affected. That change could include:
- Merging two companies and their sales organizations
- Launching a new product
- Entering a new market or segment
- Growing revenue and/or profit
- Reducing cost/mitigating risk
When to consider sales transformation?
While large-scale change is never easy, approaching it at the right time can improve the chances for success. Sales transformation may happen any time with established organizations. Companies should begin considering sales transformation as they’ve reached the apex of Phase II Volume Growth. Before they launch new products. Ahead of price controls and cost reductions. At the emergence of new products and markets. We believe anticipating change is the smartest way to manage it.
The Alexander Group works with companies by evaluating the entire go-to-market strategy – how they target and reach customers, routes to market and sales coverage model; as well as sales structure and management. All these factors are interdependent, and we know that even small changes can have profound effects. Working with cross-functional and high-level teams in a sales organization, we deliver recommendations based on an in-depth understanding of the company, and we apply our proven methodology and proprietary sales benchmarking data to quantify results.
Armed with those facts, with sales transformation we can provide a real view of sales ROI. A view that gives the CEO the business intelligence to drive the company toward its revenue goals, allows the VP of Sales to consistently hit targets, and empowers sales reps to make more money.
