The acquisition of regional companies by a leading electrical components distributor led to a multitude of locally managed sales philosophies and models. Varied sales strategies and programs, such as sales compensation plans, hindered opportunities for scale.

The client sought guidance to create a sales strategy that would promote strategic consistency across regions and acquisitions. They needed to develop a sales transformation roadmap  to align with the organization’s new unified sales philosophy.

Alexander Group conducted an assessment of the current sales model. From that review, Alexander Group facilitated discussions on sales philosophy decisions and a sales transformation roadmap. Alexander Group created a sales philosophy framework that gained consensus of the current state, as well as where the executive team would like to be in the future. Finally, Alexander Group identified and detailed key revenue growth initiatives that the company was working to integrate.

The client gained consensus to move towards a sales representative (management-guided) model vs. an income producer model. With recommendations from Alexander Group, the client developed  a sales transformation roadmap with a detailed five-step process outlining workstreams and deliverables the company can utilize to transform the sales model.

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Learn more about Alexander Group’s Distribution practice.



Insight type: Case Study

Industry: Distribution

Role: C-Suite, Sales and Marketing Leadership

Topic: Sales Transformation, Strategy

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