Critical benchmarks and best practices to improve sales productivity


Ninety-eight percent of manufacturing executives see customer alignment as a top challenge; however, only 30% feel they are accurately responding. In addition, three out of five manufacturing participants are nearly 100% reliant on only one channel for all revenue.

With over 40 executive interviews and more than 70 data sets, top manufacturers across North America, EMEA and APAC weighed in on the top commercial trends, threats, initiatives and investments to improve sales productivity in Alexander Group’s Global Manufacturing Sales Practices Study.

Key insights include such topics as:

  • Benchmarks on growth, margins, costs, productivity, organization structure and sales compensation
  • Investments in digitalization
  • Omnichannel go-to-market strategies
  • Customer alignment
  • Sales operations
  • Talent acquisition

Special sub-vertical cuts for building materials, building systems, materials & fluids, and industrial components & capital equipment are also available.

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Practice Leaders
Andrew Horvath Principal Alexander Group, Inc
Andrew Horvath

Distribution, Private Equity

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Jameson Riley Director London Alexander Group, Inc
Jameson Riley

Principal - London

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Kyle Uebelhor Principal Alexander Group, Inc
Kyle Uebelhor

Manufacturing, Distribution

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