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.

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Open Opportunities Briefing Offers

Upcoming Financial Services Events

  • EMEA Sales Comp Community: The Last Mile: Ensure Your Sales Compensation Programme is Set Up for Success

    Virtual Roundtable

    As we head into 2024, ensure your sales compensation programme’s strategy and structure are in place to successfully measure, track and manage for constant improvement.

    • Costing Modelling: How to make sure changes to your compensation programme won’t break your budget.
    • Manager Training: Leveraging first line managers to champion new plan designs.
    • Plan Communication: Tools to simplify what sellers need to know about their sales compensation plan.

    • Wednesday, December 6, 2023
      2:00 p.m. – 3:00 p.m. BST
    • Virtual
  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

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.

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