Are Your Sales Assets Underutilized?

By: Davis Giedt Revenue Growth Strategy, Sales Analytics, Sales Growth

Underutilization is everywhere and sales assets are no exception. Sales asset underutilization can negatively impact sales productivity. In fact, most sales forces operate at far below their full potential every year.

Chances are your sales assets are underutilized. While the average sales cost per seller is nearly half a million dollars, only 25 percent of sellers’ time is considered high value, while just over 40 percent of sellers on average are making annual quota.

To help you better understand your sales force’s strengths and weaknesses, the Alexander Group has created the Sales Asset Utilization Framework. This framework examines how the following components impact utilization:

  1. Investing in your sales organization
  2. Aligning your coverage model to market
  3. Executing your go-to-customer strategy
  4. Gathering accurate feedback from your sales force
  5. Measuring and achieving results

Watch this short video to learn more. Over the coming months, the Alexander Group will address each component of the framework in detail. You will see how you can compare your metrics to benchmark data, align and improve productivity.

Stay tuned for the next video in the Sales Asset Utilization series. To learn more about how the right sales analytics can guide your revenue growth strategy, contact us today.
See the entire series:
Part 1
Part 2
Part 3
Part 4
Part 5

Co-author: Christina Politi is an associate consultant in Alexander Group’s Chicago office.

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Davis Giedt

Davis Giedt is a manager in the Atlanta office and leads the Sales Analytics and Benchmarking practice. His team provides analytics and benchmarking insights across many of the firm’s projects and initiatives. Davis focuses on sales investment (revenue & cost) analysis, sales and support role optimization, incentive compensation and cloud/software sales management trends.

Prior to joining the Alexander Group, Davis worked as a consultant at FTI Consulting, a global firm specializing in forensic technology and financial analytics. At FTI, he specialized in analyzing transactional data from government agencies and Fortune 500 companies in support of class-action litigation. Davis has a B.A. from the University of Southern California.

Christina Politi

Christina Politi is an associate consultant in the Chicago office. Christina is part of the Sales Analytics and Benchmarking team that provides analytics and benchmarking insights across many of the firm’s projects and initiatives. She conducts data analysis, applies Alexander Group methodologies, and participates in client interviews and related fact-finding initiatives to provide recommendations to clients.

Prior to joining the Alexander Group, Christina worked with the Natural Resources Defense Council’s litigation practice on environmental and human health issues. Previously, she worked with Ernst and Young’s Climate Change and Sustainability Services team to provide assurance and advisory services to clients, such as benchmarking, materiality analysis, gap assessment, reporting and auditing. Christina holds an M.A. from Johns Hopkins University and a B.S. from Georgetown University.