Maximizing Gains & Adapting to Change
Digital Platforms are Driving Sales & Coverage Realignment
The banking industry faces enormous change in the age of digitization. These technologies have helped them evolve and innovate exponentially, creating a high potential for gains for B2B bank relationships and retail banking.
Digital platforms facilitate faster sales cycle times and drive coverage realignments for customer-facing roles. However, coverage models now include new virtual client and prospect interactions. As a result, performance expectations, goals and traditional incentive plans that drive these new required behaviors must be intelligently modified.
Alexander Group helps financial Industry clients develop the strategy, structure and sales organizations that drive growth and align with business objectives.
How We Help
- Determine the strategic, structural and management levers critical for profitable revenue growth: Prioritize customers in each segment to identify the most profitable market segments and the most effective strategies to target those segments.
- Establish the optimal organizational structure across segments, including complex teams: An efficiently functioning organizational structure will meet customers’ demands to improve communication, maximize performance and increase efficiency.
- Define the roles, tools and enablement that are needed for digital channels: Having a robust digital channel is critical for success. Start by defining the roles, tools and enablement needed for digital channel efficiency, including providing enhanced CX and reaching a wider audience.
- Determine how many commercial resources are required to stay competitive: Organizations should evaluate the efficiency and effectiveness of their commercial resources. In addition, they need to determine the correct number of resources necessary to win against the competition or launch a new product.
- Ensure goals and incentive compensation plans align with sales strategy and best practices: Align strategy, goals and compensation plans to ensure your sales teams are motivated and driven to succeed. Best practices and industry benchmarks provide guideposts to develop your sales compensation program.
Related Insights
Participate in Our Research
Briefing Offers- Banking: Go-to-Market Trends and Initiatives From the Alexander Group’s 2022 Banking Industry Study, the data shows that there is a consensus on go-to-market priorities. Explore the highlights from these findings and get the benchmarks in this comprehensive briefing.
- Digital Go-to-Customer Study Discover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Insurance: Evolving Sales Models for Growth Leaders of 60+ major insurance carriers provided their insights on capturing market share in an increasingly digitized industry. Discover the latest growth and compensation trends.
- Marketing Insights Study Over 150 marketing executives were interviewed to determine the marketing initiatives being prioritized to maximize customer lifetime value. From marketing roles and resource allocation to marketing mix, channels and spend, get the latest insights on where marketing leaders are investing to advance their organization’s marketing maturity.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
Upcoming Financial Services Events
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Financial & Business Services: Create a Winning Strategy to Elevate Commercial Talent
Virtual RoundtableAre you ready to take your commercial talent to the next level in 2023? Join industry experts for an interactive and engaging discussion on how to overcome the common challenges of commercial talent management and create a winning strategy that drives your business growth and performance.
You will hear from Alexander Group’s Business Services practice leads, who will share the key findings from our latest survey of nearly 200 North American commercial leaders. You will have the opportunity to network with other commercial leaders and exchange ideas and experiences on topics such as:- How to cope with the labor market instability and talent funnel issues
- How to upskill/reskill your commercial talent to match industry needs and shift company priorities
- How to differentiate yourself from your competitors and attract/retain top talent
- How to define and communicate your vision, mission and objectives for your commercial talent
- How to foster a diverse and inclusive work environment for your commercial talent
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Wednesday, June 21, 2023
12:00 p.m. – 1:00 p.m. ET -
Virtual
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EMEA Sales Comp Community: First Sales Comp Design Question Everyone Asks: “What Are My Measures?”
Virtual RoundtableSales compensation weights and measures communicate both the sales strategy and the definition of success to individual sellers. In this way, selecting the appropriate measures can be the difference between a general plan that fails due to lack of specificity and a tailored plan that creates the role-specific outcomes required. In this virtual session for the EMEA Sales Compensation Community, we will share best practices on how to choose between the myriad of measure options available as well data on the best weight and measures used in the marketplace.
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Wednesday, June 28, 2023
2:00 p.m. – 3:00 p.m. BST -
Virtual
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Sales Compensation Symposium
Get the latest metrics, sales compensation and quotas insights/practices leading companies are using to drive revenue growth, manage costs and attract/retain talent. Registration is complimentary.
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Tuesday, August 15, 2023
12:00 p.m. – 6:00 p.m. ET -
Virtual
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Executive Forum
Join hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to win in an ever-changing 24×7 customer environment.
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Wednesday, October 25, 2023 –
Friday, October 27, 2023 -
The Breakers | Palm Beach, Florida
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Join our Banking Community
Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.
Practice Leadership
Alexander Group Can Help
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?