Getting your sales coverage model right ensures your return on sales investment. Reach your target customers most effectively by aligning buying needs and buyer behaviors with the appropriate channels and roles.
Alexander Group will work with you to answer:
Which customers offer the most opportunity? When you understand customer buying habits and needs, you can group them by similarities and economic attractiveness, and determine which customers merit the most focus.
Which channels best serve each type of customer? Determine if you need to add Channel Sales to your sales strategy, and which sales channel or which combination of channels can reach your target market most effectively — with the appropriate sales cost.
What type of sellers and structure will provide the best coverage? By defining sales job roles, support and enablement requirements, functional accountability, organizational structure and reporting relationships, you can ensure the right resources are doing the right things.
What is the right size of sales force? We analyze and model the right headcount and deployment ratios for the types of roles needed to optimize cost of sales and maximize sales ROI.
Our sales coverage expertise helps you:
- Translate customer opportunity to sales coverage decisions
- Focus precious resources on the right customers and channels
- Select the best types of roles: direct sales vs. agents, field vs. inside sales, account management vs. product-focused.
As your business strategy evolves and changes every year, so should your sales coverage model. Including coverage model evaluation into fiscal year planning keeps your sales force tracks with financial goals. Learn how Alexander Group’s sales coverage service can help your organization. Contact us today.