A sales benchmarking assessment engagement can help you identify where the best opportunities are to shift investments, change capabilities, improve productivity and ultimately hit aggressive sales targets.
Alexander Group’s Sales Benchmarking Assessment framework:
1. Define the Goal
Sales growth plans compel sales leaders to do more than simply increase quotas. Big numbers in challenging times are driving creative new approaches to reach sales numbers through improved productivity and effectiveness. Alexander Group helps you determine whether the organization should:
2. Select the Approach
What is the best approach to gain support for change in how to take products and services to market? Two dimensions require careful consideration:
Using our proven Revenue Growth Model™, Alexander Group can provide the guidance needed to plan this roadmap.
3. Get Good Data
Most sales leaders are interested in understanding how they compare to a very finite set of direct competitors. This data is often hard to come by. Alexander Group understands the importance of having the right data–gathered from the right set of close competitors. This set can often be as few as eight or 10 other companies.
Alexander Group benchmark data is hand-gathered and carefully vetted. We carefully cleanse and sanitize every data point before it goes in to the database for benchmarking purposes to ensure the highest possible level of protection, accuracy and relevancy for our clients.
4. Analyze and Interpret
Using comparative benchmarks and analytics to craft a sales effectiveness uplift strategy requires two very important lenses on the data:
5. Devise an Action Plan
Insights and recommendations are good. Specific action steps laid out in the proper sequence are even better. Our approach to strategic sales analytics provides clients with a carefully devised action plan focused on improving sales productivity and growth consistent with their business plan. Action steps are laid out in the proper sequence based on impact, difficulty and ROI.
A complete sales benchmarking assessment provides both top executives and sales management teams with the insight and direction needed to manage the journey to profitable revenue growth.
If you want to learn more about how our Sales Benchmarking practice can help you make sales decisions with confidence, contact us today.
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