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Revenue and operations leaders looking to ensure their sales forces are operating productively and efficiently will benefit from the sales asset utilization framework.

Underutilization is everywhere and sales assets are no exception. Sales asset underutilization can negatively impact sales productivity. In fact, most sales forces operate at far below their full potential every year.

Chances are your sales assets are underutilized. While the average sales cost per seller is nearly half a million dollars, only 25 percent of sellers’ time is considered high value, while just over 40 percent of sellers on average are making annual quota.

To help you better understand your sales force’s strengths and weaknesses, the Alexander Group has created the Sales Asset Utilization Framework. This framework examines how the following components impact utilization:

  1. Investing in your sales organization
  2. Aligning your coverage model to market
  3. Executing your go-to-customer strategy
  4. Gathering accurate feedback from your sales force
  5. Measuring and achieving results

Watch this short overview video to learn more.

Part 1: Sales Investment

Part 1 introduces the first element in a five-point Utilization framework: Sales Investment. When discussing sales investments, it’s important to consider where your company is over- or under-invested in relation to goals and market best practice, as well as what investment levers you can pull to increase productivity and efficiency. Five key components of sales model investment help illustrate what each means to your sales force’s productivity and growth (1:36).

Watch the short video to learn how to analyze your sales investments, compare to market and drive impactful model improvements.

Part 2: Sales Alignment

Part 2 highlights the second element in a five-point Utilization framework: Sales Alignment. Sales Alignment refers to how sellers spend their working time, and how leaders organize sales models to drive increased rep focus on certain activities. In analyzing your sales alignment, you’ll learn how much time your sales representatives are spending in engaged selling activities versus low-value activities, how much your current model could be holding you back from revenue growth, and what opportunities you have to increase selling time for your best salespeople.

Watch this short video to learn how to analyze your sales alignment, compare to market and drive impactful model improvements.

Part 3: Sales Execution

Part 3 focuses on the third element in our five-point Utilization framework: Sales Execution. Sales Execution is about sales force productivity and linking pay and performance to drive growth. In analyzing your sales execution, you’ll see how your revenue per seller, quota attainment rate and sales compensation plan compare to market and goals.

Watch the short video to learn how to analyze your sales execution, compare to market and drive impactful model improvements.

Part 4: Sales Perception

If you are a revenue and operations leader looking to ensure your sales force is operating productively and efficiently, don’t overlook the value of your sales representatives’ perceptions–they can tell you where you’re doing well and where you need to improve.

Part 4 in this series discusses the value of gathering accurate feedback (perceptions) from your sales force on the importance and effectiveness of your organizational capabilities.

Watch the short video below to learn more.

Part 5: Sales Results

For revenue and operations leaders charged with effectively utilizing sales assets, the right data in the right context with the right expertise is crucial.

Here, we focus on sales results. We measure results through outcome KPIs such as account expansion rate, quota attainment and distribution and revenue growth. Tracking and benchmarking these metrics to market and goals can unlock actionable insights across all aspects of sales asset utilization and the go-to-customer model.

Watch the short video to learn how to analyze your sales perception, compare to market and drive impactful model improvements. For example, at 1:34 in the recording, Parker explains that the balance of profitability and growth speak to a company’s overall effectiveness of its revenue growth model.

To learn more about which levers your organization can pull to positively influence your sales assets, contact us today.

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