Sales Asset Utilization: Focus on Sales Results

By: Parker James Thomas Revenue Growth Strategy, Sales Analytics, Sales Benchmarking, Sales Productivity, Sales Strategy

For revenue and operations leaders charged with effectively utilizing sales assets, the right data in the right context with the right expertise is crucial.

Here in the last article of our 5-part series, we focus on sales results. We measure results through outcome KPIs such as account expansion rate, quota attainment and distribution and revenue growth. Tracking and benchmarking these metrics to market and goals can unlock actionable insights across all aspects of sales asset utilization and the go-to-customer model.

Watch the short video to learn how to analyze your sales perception, compare to market and drive impactful model improvements. For example, at 1:34 in the recording, Parker explains that the balance of profitability and growth speak to a company’s overall effectiveness of its revenue growth model.

To learn more about which levers your organization can pull to positively influence your sales assets, contact us today.

Co-author: Davis Giedt is a manager in Alexander Group’s Atlanta office.

Read each article in the series:
Part 1
Part 2
Part 3
Part 4

Watch all videos in the series.

1. Uncover Revenue Opportunities through Revenue Segments
Uncover and capitalize on the best revenue opportunities through revenue segments. Gaining a better understanding of your revenue segments is crucial to improving your go-to-customer model. At the core of it, uncovering and scoring revenue opportunities involves gaining a deeper understanding who your best customers are and capitalizing on those opportunities.
Listen to Podcast

TAGS: , , , , , , ,

Parker James Thomas

Parker James Thomas is a business analyst in the Chicago office. Parker is part of the Sales Analytics and Benchmarking team that provides analytics and benchmarking insights across many of the firm’s projects and initiatives. He 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, Parker worked with Mu Sigma, a leading provider of analytics and decision sciences solutions to Fortune 500 companies. After a six-month training program in India, he served as a client services representative onsite at a top global consumer goods company. His work with the revenue growth management team focused on pricing and promotional strategy and sales team enablement. He has a B.A. from the University of Chicago.

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.