Commercial & Industrial

Overcoming Challenges in a Branch-Based Sales Model

Mason Ginsberg of Alexander Group recently shared with Mike Burnett of Alexander Group several challenges faced by branch-based organizations. Mason highlights issues such as inconsistent job roles and responsibilities, varying sales compensation structures, and poor data management which limits understanding of business results. He explains that this inconsistency can hinder talent development and equitable compensation, making it harder to drive year-over-year growth.

In addressing these challenges, Mason suggests centralized resources for marketing, business development and operations to increase efficiency and better utilize data. He also stresses the importance of consistent sales leadership at all levels and aligning job architecture with compensation to ensure that roles and responsibilities are clearly defined and appropriately rewarded.

Finally, Mason emphasizes the need for organizations to conduct self-assessments to identify both challenges and areas of success within their branches. He advocates for sharing best practices across the organization to foster growth, rather than solely focusing on fixing problems.

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