Revenue and operations leaders who are looking to ensure their sales forces are operating productively and efficiently will benefit from this series on sales asset utilization.
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.
3. Executing your go-to-customer strategy
Stay tuned for the next video in the Sales Asset Utilization series. To learn more about how the right sales analytics can guide your revenue growth strategy, contact us today.
Co-author: Davis Giedt is a manager in Alexander Group’s Atlanta office.
Read Blog series:
Overview
Part 1
Part 2
Part 4
Part 5
Listen to video series:
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RELATED RESOURCES
1. How Productive Is Your Sales Force?
About the Authors
Parker James Thomas is an associate consultant in the Chicago office. Parker is part of the Sales Analytics and Benchmarking team that provides analytics and benchmarking insights across many of the firm’s projects and initiatives. He conducts data analysis, applies Alexander Group methodologies and participates in client interviews and related fact-finding initiatives to provide recommendations to clients.
Davis Giedt is a manager in the Atlanta office and leads the Sales Analytics and Benchmarking practice. His team provides analytics and benchmarking insights across many of the firm’s projects and initiatives. Davis focuses on sales investment (revenue & cost) analysis, sales and support role optimization, incentive compensation and cloud/software sales management trends.
