The Revenue Growth Model™

A proven methodology for more effective use of marketing, sales and service resources

Alexander Group’s Revenue Growth Model™ will help you create a revenue generating organization that is not easily copied by competitors.

Your sales, marketing and support teams will be equipped to deliver value in a way that will differentiate your products and services, command a premium and deliver profitable growth.

The Revenue Growth Model™ addresses the critical levers of revenue growth:

  • Strategy. Assess potential sources of growth, define your revenue segments and identify the right mix of resources to tap into it
  • Structure. Build the routes to market, jobs and processes, populated with the right talent, to execute your growth strategy and meet buyer needs
  • Management. Once the strategy and structure are in place, measure, track and manage for constant improvement

The nine levers of revenue growth are driven by revenue-focused leadership and supported by operations and technologies to enable and equip your organization for success.

Revenue Growth Model™

Revenue Leadership

Strategy

Revenue Segments
Value Propositions
Revenue Motions

Structure

Channel Coverage
Organization & Job Design
Sizing & Deployment

Management

Talent, Skills & Supervision
Productivity, Quotas & Metrics
Performance Management & Rewards

Revenue Segments

  • What are our best revenue opportunities — defined by customers, products, channels?
  • Do we know revenue segment potential?
  • How much revenue can we capture?

Value Propositions

  • Do our messages differentiate us and define the benefit to our customers within each revenue segment?
  • Are our selling messages packaged and supported in a way that our salesforce can effectively deliver them?

Revenue Motions

  • Are we executing the right selling activities for each segment?
  • Is Marketing maximizing sales effectiveness and revenue growth?
  • Is Service leveraged to the fullest extent?

Channel Coverage

  • Are we employing the optimal use of direct, inside and channel routes to market?
  • Are sales investments focused on the right customers?

Organization & Job Design

  • Do we have the right sales roles?
  • Is each role clearly defined based on product, process and customer focus?
  • Is our sales management structure aligned to our needs?

Sizing & Deployment

  • Do we have the right sales force size?
  • Are deployment ratios for pre-sales, post-sales and specialists appropriate?
  • Is our manager span of control correct?
  • Are territories well-defined and balanced?

Talent, Skills & Supervision

  • Do we effectively attract and recruit talent?
  • Do our sales onboarding and training programs successfully ramp new hires?
  • Are our managers equipped to coach?
  • Do we manage out poor performers?

Productivity, Quotas & Metrics

  • Do we track the right metrics to manage sales productivity?
  • Do we have an effective quota system?
  • Do we have accurate and impactful reporting?

Performance Management & Rewards

  • Are we measuring and holding accountable the right selling behaviors?
  • Do we have aligned and effective rewards and sales compensation programs?

Revenue Enablement: Operations, Processes & Technology

  • Have we made the right investments in sales operations given our goals?
  • Is our sales operations function organized for success?
  • Do we effectively employ CRM and SPM?

Contact us today to increase the growth rate of your organization.