In Alexander Group’s most recent sales compensation trends survey, 88 percent of participating sales leaders stated their teams need improved skills to support solution selling. With the recent trends of consolidation, digitization and changing consumer preferences, it is more important than ever for media companies to adapt their go-to-customer models to better meet the unique needs of buyers.
To accommodate this change, the account executive role is evolving to focus on solution selling and demonstrating ROI. Alexander Group’s Jenna Greco offers some advice on the programs and enablement tools that leaders should be investing in to build the sales organization of the future.
Looking for solutions to set up your sales team for success? Alexander Group can help you change and adapt your sales organization and go-to-customer model to keep up with the pace of change.