Executives are often drowning in data. Knowing what to benchmark requires expertise. Alexander Group has more than 35 years of experience practicing the art and science of sales benchmarking to help you make strategic sales decisions with confidence.
Sales benchmarking is a process businesses use to gain or maintain a competitive edge in their industries. Like any organization, your business has areas in which it excels and others where it could improve. The first step for a company developing strategies to improve or hold its position is to determine its successes and shortcomings. Benchmarking is a critical tool for assessing your current state, defining your strategy for future growth and guiding your efforts for continuous improvement.
Through sales benchmarking, businesses determine reference points to compare their sales processes against. These benchmarks can be internal or external. Internal sales benchmarking assesses your organization’s high- and low-performing departments, processes or products. Alternatively, an external benchmark is a standard set by a competitor in the industry. In either case, sales benchmarking means an opportunity to innovate based on actionable data.
Harnessing the power of relevant industry benchmarks to inform decision-making requires three critical inputs:
Alexander Group’s sales benchmarking database provides a powerful set of benchmarks that consistently provide sales leaders with actionable insights. Focus areas include:
The value of sales analytics and benchmarking is only as good as the quality and relevancy of the data. Alexander Group maintains one of the richest databases of sales benchmarks in the world. Each set of new data goes through a detailed cleansing and validation process before it is added to the database. Comparison benchmarks are balanced by harvesting data from similar companies based on size, industry, sales model and selling roles.
The answer is not always to be “at the benchmark.” Where you need to be relative to the benchmark depends on your marketing and sales strategies. There are legitimate reasons to target above or below benchmark. Experience and time-tested expertise in sales strategy and management is the key to unlocking valuable insights from the data. Alexander Group works closely with you to carefully prepare an objective review that will interpret the benchmark data in light of your situation.
As one of the most versatile tactics for improving a business, the goal of benchmarking will differ depending on the current situation. Benefits of sales benchmarking include:
Alexander Group is uniquely positioned to bolster your organization’s sales benchmarking processes. We will draw insights from one of the world’s deepest, most accurate databases to set benchmarks that will strengthen your sales force by enhancing its talent level, optimizing its essential processes and developing new ways to meet customers’ needs. Alexander Group also arms decision-makers with the information and advice needed to make profitable merger and acquisition decisions.
If you want to learn more about how our Sales Benchmarking practice provides meaningful insight and can help you make sales decisions with confidence, contact us today.
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