Sales Asset Utilization Series: Sales Execution

By: Parker James Thomas Sales Analytics, Sales Compensation, Sales Growth, Sales Productivity

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 3 focuses on the third element in our five-point Utilization framework: Sales Execution. Sales Execution is about sales force productivity and linking pay and performance to drive growth. In analyzing your sales execution, you’ll see how your revenue per seller, quota attainment rate and sales compensation plan compare to market and goals.

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

3. Executing your go-to-customer strategy

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 Blog series:
Overview
Part 1
Part 2
Part 4

Listen to video series:
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1. How Productive Is Your Sales Force?

 

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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.


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