Sales Coverage: Align Your Resources With Customers to Grow

By: Alexander Group Revenue Growth Strategy, Sales Coverage

Getting your sales coverage model right ensures your return on sales investment. Reach your target customers most effectively by aligning buying needs and buyer behaviors with the appropriate channels and roles.

Consider these questions:

Which customers offer the most opportunity? When you understand customer buying habits and needs, you can group them by similarities and economic attractiveness, and determine which customers merit the most focus.

Which channels best serve each type of customer? Determine if you need to add channel sales to your sales strategy, and which sales channel or which combination of channels can reach your target market most effectively—with the appropriate sales cost.

What type of sellers and structure will provide the best coverage? By defining sales job roles, support and enablement requirements, functional accountability, organizational structure and reporting relationships, you can ensure the right resources are doing the right things.

What is the right size sales force? The Alexander Group can analyze and model the right headcount and deployment ratios for the types of roles needed to optimize cost of sales and maximize sales ROI.

AGI’s sales coverage expertise helps you:

  1. Translate customer opportunity to sales coverage decisions
  2. Focus precious resources on the right customers and channels
  3. Select the best types of roles: direct sales vs. agents, field vs. inside sales, account management vs. product-focused

As your business strategy evolves and changes every year, so should your sales coverage model. Include coverage model evaluation into fiscal year planning to maintain alignment between your sales force and financial goals.

Contact an Alexander Group expert to guide your organization’s sales coverage.

Learn more about Alexander Group’s range of practice areas.

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