Discover the actions revenue, sales and operations leaders are taking now to prepare for the second-half. Key topics included coverage model changes, headcount & deployment planning, goal setting and sales compensation.
Learn how to ensure customer success and adoption, reduce churn, take advantage of upsell and cross-sell, and develop strategies for managing account growth during these uncertain times.
Alexander Group Technology leaders and executives discussed findings from AGI’s Sales Leadership Flash Survey, leadership mandates in times of severe market disruption, dealing with a new world of virtual selling, tactics for real-time/today’s issues (e.g., quotas, territories, comp), and recession proofing your sales organization.
Many companies’ sales models are ill-equipped for the “expansion selling” (i.e., growth after the initial sale) needed in the XaaS world. Expensive hunters and specialists typically focus on closing, and less than 10 percent of the sales budget goes to post-sale management. In the XaaS pay-as-you-go world, sales leaders must grow account revenue over time, but their sales roles, talent and metrics are not aligned to this goal.
To request a complimentary briefing from the recent roundtable, please complete the form.