Sales Asset Utilization Series: Investment

By: Parker James Thomas Revenue Growth Strategy, Sales Analytics

Revenue and operations leaders who are looking to ensure their sales forces are operating productively and efficiently will benefit from this series on sales asset utilization.

Part 1 introduces the first element in a five-point Utilization framework: Sales Investment. When discussing sales investments, it’s important to consider where your company is over- or under-invested in relation to goals and market best practice, as well as what investment levers you can pull to increase productivity and efficiency. Five key components of sales model investment help illustrate what each means to your sales force’s productivity and growth (1:36).

Watch the short video to learn how to analyze your sales investments, compare to market and drive impactful model improvements.

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.

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

Read/watch the overview blog and video to this series.

See part 2, part 3, part 4 or part 5 of this series.

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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.