Evolving Go-to-Market & Commercial Models

June 23, 2026 | 2:00 – 2:45 p.m. ET | Virtual

Sales managers are operating in an environment of constant change and increasing pressure, yet when top sellers are promoted into management, the job itself is rarely reset. Managers have new expectations to lead the team, navigate change and impact culture, but time is still spent deal by deal, leaving managers with no time for anything else. The result can be lagging team performance and stalled change adoption, driven not by effort gaps but by a lack of role clarity and talent development. Sales managers need a new way forward and the organizational support behind them to succeed.

What You’ll Learn:

In a guided interview with Alexander Group consultants and through real client examples and Alexander Group insights, you’ll examine how the sales manager role has expanded. We’ll make the business case for refocusing sales managers as one of the highest leverage investments organizations can make. You’ll see how the spearhead sales manager model reframes the role from super seller to performance multiplier, shifting focus from individual deal support to sustained team development and business impact. You’ll leave with specific actions you can take after the webinar to realign roles, expectations and enablement around sales managers.

Why Attend?

You will leave the webinar with:

• A clear, research-backed point of view on how the sales manager role has changed, and how sales managers must lead differently today.
• Concrete actions you can take as a leader or enablement partner, including how to clarify sales manager job priorities, put the right support structures in place, and develop playbooks that reinforce consistent execution.
• Insight-driven guidance you can apply immediately, informed by data, research and real client work to help you better support frontline leadership.