Manufacturing

Investments for Profitable Revenue Growth

Increase Revenue & Reduce Costs

Economic turmoil has forced manufacturing leaders to switch focus. It’s about more than just driving top-line growth. It’s about focusing on margins and reducing costs, the sources for profitable revenue growth.

What investments are manufacturers making to drive productivity and growth?

  • Maintaining margin is a go-to-market issue, not pricing: Adjusting customer and product focus allows more control over margin than negotiating price changes.
  • Diversifying revenue priorities is a necessity for growth: Diverse portfolio manufacturers derive 39% of revenue from services and software.
  • Virtual selling and self-service are here to stay: Research shows that 72% of executives are increasing inside sales headcount.
  • Raising pay alone won’t retain top talent: Over 45% of executives now prioritize non-pay strategies, including flexible work hours and training and development programs.
  • Focus on partner success: Design and deliver customer solutions to create a streamlined customer experience through direct selling or distributor network.
  • Invest in digital enablement: E-commerce platforms, data transparency, marketing co-investments and partner sales training programs are priorities.
  • Revenue Operations team investments are essential to enable productivity gains: Organizations with established Revenue Operations teams see $220K more revenue per seller at a 14% lower sales expense per seller rate.

Alexander Group helps leading manufacturers align priorities to support revenue growth and retain their competitive standing.

How We Help

  • Coverage models: Target the right opportunities with the right value by determining your market opportunity and phase of growth.
  • Marketing and demand generation blueprint: Evaluate current and new markets and areas of opportunity. Optimize marketing channels, mix and return.
  • Service selling: Provide services wrapped around products as a value-add for customers to lock in predictable revenue.
  • Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
  • Sales compensation: Align sales compensation and quota programs to motivate and achieve more aggressive business goals.
  • Actionable research & benchmarks: Provide current and relevant data, trends and benchmarks to help guide Sales, Marketing and Operations decisions.

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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.