Industrial & Electrical Products & Systems

The Future is Profitable Growth

New Solutions Require New Talent & Sales Support Resources

While industry sales may be on the rise, so is pricing, which leads to an impact on net growth. Industrial and electrical products and systems distributors are looking for ways to achieve differentiated growth, productivity and efficiency. Leaders are replacing the legacy “one-and-done” selling by focusing on creating value for customers.

With this comes the need for new talent and investments in robust revenue enablement and operations teams to effectively collaborate on strategic offerings. A focus on solution selling vs. a more traditional fulfillment sales motion gives way to the need for specialists and overlay roles for connected products and services.

Are you revamping your talent acquisition strategies to ensure you can meet new customer demands?

How We Help

  • Integrate Marketing, Sales and Service under one leader: the chief revenue officer, who owns the entire customer continuum, has a pulse on customer needs and a solid vision for the future.
  • Develop manufacturing partner program alignment to offer customers a complete solution – the resources, support and specialized knowledge to demonstrate your unique value.
  • Segment customers based on their needs and requirements – build out e-commerce capabilities for ease of ordering while focusing in-person sales time on customers who necessitate more coverage.
  • Move from product pusher to service-oriented experience provider with subject matter expertise on connected products and services and simplification of the purchasing process.
  • Focus on marketing strategy by evaluating current and new markets, areas of opportunity and optimize marketing channels, mix and return.
  • Develop sales compensation programs aligned with new product offerings and solutions.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Manufacturing and Distribution Events

Sales Compensation Symposium

Reserve your spot at Alexander Group’s upcoming Sales Compensation Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices to support your sales reps as you look to set, measure and compensate success.

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Research & Benchmarks

Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement