Participants of Alexander Group’s 2019 Sales Pulse Survey revealed insights into how they are covering three core segments of the market: solution seekers, product seekers and price seekers (part 1). In part 2 we explore how high growers, companies with 2019 growth objectives at or above 10%, are developing a balanced approach to market coverage leveraging field assets and growing a digital backbone.
This group is focused on building revenue in the solution seeker segment as they allocate resources accordingly. High growers, made up of 44 survey participants, share four unique characteristics:
- Headcount: They plan to add more headcount across the board
- Coverage Budget: This budget is more focused on serving the solution segment
- Digital: They invest in digital technologies that are more central to their coverage strategies
- Initiatives: Their stated initiatives are more customer-centric; productivity plays are mentioned less frequently
The video below highlights these characteristics and how high grower initiatives are more oriented to improving the customer journey than are low growers.
View part one of this series.
Looking for a preview of the 2020 findings and insights that will help you meet next year’s growth objective? Join us November 13th – 15th in Palm Beach, FL for the 2019 Executive Forum.
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Survey Findings
2018/2019 Sales Pulse Survey Executive Summary
About the Author
Gary Tubridy is a senior vice president of the Alexander Group and the general manager in charge of the firm’s management consulting business. Gary’s consulting work is focused on increasing marketing and sales effectiveness with particular emphasis in technology and medical products industries. Gary has deep expertise in diagnosing sales management issues and helping clients execute action plans to improve results. His research is focused on best practices of leading sales organizations in North America with particular emphasis on sales force transformation and the role of sales leadership. He leads the Alexander Group executive events series and hosts the Operations and Executive Forums. He is one of three founding stockholders of the Alexander Group.
Gary has been with the Alexander Group for over 35 years. Prior to that, Gary was in sales with the IBM Corporation. Gary holds a B.A. from Brown University and an MBA from the Graduate School of Business at Columbia University.
