Filter Results

Filter Resources

Alexander Group Resources
Deep expertise – expansive thinking

Perspectives on sales effectiveness and revenue growth. Be sure to visit our blog,
The Chief Sales Digest for more insights

Videos

Executive Interview – Cisco – Woody Sessoms
Woody Sessoms shares how Cisco Systems is transforming their sales team from delivering tech-based messages to delivering business messages.

VIEW »

Survey Findings

2017 Sales Pulse Survey Executive Overview and Survey Findings
The 2017 Sales Pulse Survey drew 110 participants, representing a broad cross section of 13 different industries and a wide range of company sizes as well.

VIEW »

Whitepapers

How You Can Improve Your Cloud Sales Performance
This whitepaper is based on an event held at Heidrick & Struggles London office. It includes content from the Alexander Group’s Cloud highlights report and stories from CRO’s at ServiceNow and Adobe.

VIEW »

eBooks

Media Practice Overview
Media executives are expected to deliver revenue growth in a changing sales environment. The Alexander Group Media practice leaders can show you how to align your resources and position your organization for greater success.

VIEW »

eBooks

Manufacturing Practice Overview
Manufacturing executives are expected to deliver differentiated revenue growth in a rapidly changing sales environment. The Alexander Group Manufacturing practice leaders can show you how to align your resources and position your organization for greater success.

VIEW »

Survey Findings

2017 Sales Compensation Trends
125 sales departments participated in this year’s 15th annual 2017 Sales Compensation Trends Survey.

VIEW »

Videos

Executive Interview – VMWare – Maurizio Carli
Maurizio Carli explains the transformation that the VMWare sales organization has undergone and how they overcame challenges in the industry.

VIEW »

Videos

Executive Interview – Donaldson Company – Roger Miller
Roger Miller shares how Donaldson is a technology leader in the filtration industry, and how they plan to continue growth into 2017.

VIEW »

Videos

Executive Interview – Influence at Work – Dr. Robert Cialdini
Dr. Robert Cialdini shares insights and research behind his book Influence and how to get your audience to move in your direction.

VIEW »

Videos

Executive Interview – IBM – Judy Buchholz
Judy Buchholz shares her experience at IBM with the client journey, how clients want to discover offerings and solutions, how they want to interact and buy, and how they actually want to consume.

VIEW »

Videos

View Point Briefing Preview – Implementation and Change Adoption
AGI helps clients have a well-structured, tactical plan that is implemented into the organization effectively.

VIEW »

eBooks

Closing the Sale: Activate Your Sales Force Through More Compelling Value Propositions
Value Propositions are not "one size fits all". The Alexander Group viewpoint is to customize your messaging based on the revenue motion needed by your unique customer segments.

VIEW »

Articles

Three Solutions to Address Sales Compensation Chaos
Learn how to establish protocols in sales compensation to meet business goals in this article by Rachel Parrinello.

VIEW »

eBooks

Medical Products Practice Overview
Medical products executives are expected to deliver revenue growth in a complex and changing sales environment. The Alexander Group Medical Products practice leaders can show you how to align your resources and position your organization for greater success.

VIEW »

eBooks

Medical Products Go-To-Customer Benchmarking Key Findings
Our most recent industry study of over 50 leading medical product companies encompassed research that includes: go-to-customer structure, emerging marketing, sales and service jobs, productivity, costs and compensation. The following key benchmarking findings are part of our broader results.

VIEW »

Webinars

Sales Quotas Health Checklist
Listen to our webinar on the Do’s and Don’ts of Setting and Allocating 2017 Sales Quotas.  Use this checklist to set and allocate quotas for your sales team to help increase revenue growth. We also invite you to learn more about the Alexander Group’s Sales Quotas practice.  

VIEW »

Articles

The Pursuit of Sales Compensation Automation
With the right planning, sales compensation leaders can minimize potential risks and significantly increase the odds of project success.

VIEW »

Whitepapers

The New Buyer Journey
Here are highlights from the European Summit with actionable tactics to help sales organizations adapt to the new go-to-customer mandate, by aligning their sales resources to unlock revenue.

VIEW »

eBooks

Sales Quotas: Selecting the Right Allocation Methodology
In a webinar, the AGI reviewed the allocation methodologies that are in use and answered why quotas are so important.

VIEW »

Whitepapers

Observations on the CRO
Through research with Chief Revenue Officers from various industries, AGI explores how this position actually works and what benefits it delivers. This paper highlights our emerging conclusions.

VIEW »

eBooks

EMEA: Does Your Sales Compensation Program Work?
Is your company's sales compensation working? Do you know the global trends for sales compensation? Find the answer to both questions in this previously recorded webinar.

VIEW »

Whitepapers

Connecting Customers to Value
The 2015 Chief Sales Executive Forum identified seven attributes of the sales organization that “connect customers to value”.

VIEW »

Whitepapers

Uniting Sales, Marketing and Service to Power Revenue Growth
In this AGI Summits summary, we share how sales, marketing and service functions are uniting previously siloed capabilities to deliver greater value and differentiation to customers and increase revenue for their organizations.

VIEW »

eBooks

Does Your Sales Compensation Program Work?
Learn if it's time for your company to redesign to maximize your sales compensation dollar.

VIEW »

Case Studies

Sizing Methodology and Sales Associate Program Increase Retention and Revenue Growth
A diagnostics company was recently purchased and a large scale assessment was conducted. AGI created a new sales resource sizing methodology based upon account universe and an annual sales call plan.

VIEW »

Case Studies

Successful Launch of a New Solution Offering and Implementation of Go-To-Market Programs
This company’s redesigned sales organization and go-to market (GTM) model was not adequate. The company fully implemented nine programs that were created by AGI which helped drive quarter-over-quarter growth.

VIEW »

Case Studies

Established Consistent Sales Leadership Expectations with Playbook Development
A global energy management company’s FLSM activities were not clearly defined, leading to ad-hoc management styles with inconsistent outcomes. AGI did an assessment and created a sales leadership playbook.

VIEW »

Case Studies

Integrated Media Company Sales Transformation
One of the largest traditional media companies noticed their sales reps were focused on “comfort zone” product pushing versus the customer’s needs or the upsell. AGI led a complete sales transformation of strategy, structure and management.

VIEW »

Case Studies

High Growth Company Gets New Hire Onboarding Upgrade
A Life Science company desired a scalable best-in-class new hire onboarding program for its sales organization. AGI applied its comprehensive sales onboarding framework to develop detailed and actionable manager and rep playbooks.

VIEW »

Case Studies

Single Point-of-Reference for Sales Excellence
A PE-owned software company needed tools for their sellers to successfully execute their newly assigned account development and management responsibilities. AGI created a playbook with embedded sales rep productivity tools.

VIEW »

Case Studies

Global Sales Assessment and Roadmap
A European tech manufacturer hired AGI to conduct a comprehensive global assessment and develop a roadmap to bring the sales organization up to market and best practice.

VIEW »

eBooks

Indirect Channels Study Participant Readout
The Alexander Group and its clients executed this study to understand how industry trends are affecting indirect channel go-to-market strategies.

VIEW »

Articles

Balancing Culture and Sales Compensation
Both “globalist” and “internationalist” approaches have some benefits but can create complications for global leaders. When it comes to sales compensation plan design, the debate over global versus local is alive and well.

VIEW »

Survey Findings

2016 Multi-Country Sales Compensation Practices Survey Executive Summary
Are sales compensation practices within companies going “global?” The short answer is “yes.” See the results from the 111 sales departments who participated this year.

VIEW »

Whitepapers

Sales Compensation: Rewarding Sellers for Sales Performance
Is there a science to sales comp design or do these programs have no classification system? By following the simple and proven rules here, leaders can create and sustain effective sales comp plans.

VIEW »

Case Studies

Talent & Enablement Upgrades Lead to Better Sales Execution
A medical device company had recent changes to their go-to-market strategy which required corresponding upgrades to sales structure and supervision. AGI created several tools and playbooks to assist the company.

VIEW »

Case Studies

A Well-Defined Sales Process and Leadership Coaching Playbook Creates Job Role Clarity and Drives Growth
This global manufacturing company had no common approach for people management. With the guidance of AGI, they created job role clarity and clarified the role of FLSM through creation of a coaching playbook.

VIEW »

Case Studies

Private Equity Portfolio Expansion Requires Changes Beyond Sales Compensation
A private equity backed pension management firm was expanding their financial product portfolio. After realizing that the adjustments made to the sales comp plans were not driving required behavior, the company engaged AGI.

VIEW »

Podcasts

Manufacturing
This series brings you an inside view to sales in the Manufacturing industry. Learn from previous Manufacturing sales reps and tips on how your company can increase revenue.

VIEW »

Podcasts

Media Ad Sales
This series will dive into the evolving role of the primary seller and the role of sales compensation in the Media industry. The team will include insights from their recent studies.

VIEW »

Podcasts

Medical Device
Throughout this series, you will hear from expert sales leaders on the latest trends, statistics and challenges in the Medical Device industry.

VIEW »

Case Studies

Distributor Calls for Sales Compensation Program Design for Showroom Business
With the Alexander Group’s help, the distributor redesigned the sales compensation plan and salary tiers to curb runaway pay growth.

VIEW »

Case Studies

Full Sales Transformation Design and Implementation for Distributor
The distributor needed a more effective and efficient go-to-customer model to expand their coverage and to increase productivity.

VIEW »

Case Studies

New SPIF Governance for Distributor Design to Achieve Company Goals
The company needed to simplify its sales compensation program (including vendor SPIFs) to alleviate the administrative burden and regain control of its sales force from vendors.

VIEW »

Podcasts

Sales Analytics/ Benchmarking
This series uses AGI's Benchmarking database to share industry insights and research to help you define your strategy, achieve your plan and stay ahead of the competition.

VIEW »

Podcasts

Sales Compensation
This series shares insights and best practices in Sales Compensation for revenue growth, Sales Comp trends and Sales Comp Practices - including recent survey results.

VIEW »

Case Studies

A Software Company Looks at Benchmarks to Understand Reasons Behind Rep Turnover
A software company was experiencing sales rep turnover at almost twice the industry benchmark rate. Sales management hired AGI to determine the cause of the issue and recommend solutions.

VIEW »

Case Studies

Quota Methodology and Process Redesign for Future Quota Allocation
An information services company had no firm methodology for quota allocation. AGI created a framework and built a dynamic model for future quota allocation.

VIEW »

Podcasts

Technology
This series provides new ideas, expert advice and industry trends in Technology and Cloud Sales. The Technology team presents challenges and the evolution of new sales models in the industry.

VIEW »

Podcasts

Executive Events
This series brings you attendee testimonials and exclusive coverage from the world’s #1 sales leadership conferences - Alexander Group’s Chief Sales Executive Forum Series.

VIEW »

eBooks

How to Set Effective Quotas as New Products and Services Are Introduced
From our recent webinar, AGI answers the question: why are Sales Quotas important?

VIEW »

Case Studies

Pharmaceutical Industry Leader Optimizes Resource Allocation with Right-Size Salesforce
A pharma medical device innovator severely underpenetrated the market with competitors looking to join and steal market share, so the Alexander Group designed and developed the sizing methodology approach model.

VIEW »

Case Studies

Changing Global Markets Require Change in Strategy
‭Due to a shift in the economic environment and associated buying behaviors, this global industrial manufacturer sought the help of AGI to identify target opportunities and create new route to customer models.

VIEW »

Articles

Why sales compensation should matter to corporate boards of directors
Should a board of directors care about sales compensation? Yes.

VIEW »

Case Studies

New Job Roles, Sizing and Deployment Drive Focus for Distributor
A global automotive parts distributor with a legacy sales structure was experiencing stagnant growth. Lack of clarity in job roles and strategic focus, as well as inequitable territories were limiting sales growth.

VIEW »

Case Studies

Benchmarking Analysis Uncovers Revenue Uplift Opportunities for Software Company
This software company asked the Alexander Group to identify key inhibitors to sales growth and assess its salesforce function and effectiveness. Read more about the AGI assessment and the success it created for this company.

VIEW »

Case Studies

Industrial Distribution Design Guide Development for Manufacturer
A global industrial manufacturing company needed an improved sales model with focused incentives and rewards. AGI developed a step-by-step guide on how to design a complete industrial distribution program.

VIEW »

Whitepapers

Quota Setting Practices and the Impact of Setting Quotas too High or too Low
Misalignment or poor execution of quota assignment can have significant negative consequences for the company. Read how AGI can help decrease this impact.

VIEW »

Whitepapers

Using Earnings Estimators to Help Communicate the Sales Compensation Plan
One of the most important, and challenging, phases of compensation plan redesign: implementation.

VIEW »

Whitepapers

Top Sales Producer Versus Most Effective Sales Performer
This paper examines how sales growth phases affect the design of the sales compensation plan and thus how to align rewards for top performers, not just top producers.

VIEW »

Case Studies

Due Diligence for Private Equity Investment in High Growth Business
A PE firm, looking to add a high growth enterprise business to their portfolio, needed to answer, “can this company continue to scale at the pace it is presenting?”

VIEW »

eBooks

2016 Life Sciences Sales Trends Report
Life Sciences Sales Leader – Your world is changing, are you ready?

VIEW »

Survey Findings

2015 Pharmaceutical & Biotech Sales Comp Survey – US
AGI conducted a survey of sales comp trends focused on the Pharmaceutical / Biotech industry. This is the US participation summary.

VIEW »

Survey Findings

2015 Pharmaceutical & Biotech Sales Comp Survey – International
AGI conducted a survey of sales comp trends focused on the Pharmaceutical / Biotech industry. This is the international participation summary.

VIEW »

Videos

Executive Interview – Dun & Bradstreet – Bob Skea
Bob Skea shares insights on customer relationships to create data-inspired growth and a better customer experience.

VIEW »

Videos

Executive Interview – Best Selling Author – Daniel Pink
Daniel Pink reveals the new guiding principles of selling incorporating the evolution of sales.

VIEW »

Videos

Executive Interview – IBM – Katharyn White
Katharyn White shares how to improve the customer experience and the challenges IBM faced with the Apple partnership.

VIEW »

Whitepapers

The Sales Compensation Conundrum for Integrated Print Media Companies
The traditional print media industry and its advertising revenue model is changing rapidly. This includes a new approach to sales compensation.

VIEW »

eBooks

2015 Medical Products Sales Strategy Executive Summary
This summary presents findings from the 2015 Alexander Group Medical Products Survey including key industry sales trends and benchmarking.

VIEW »

eBooks

Health Care Channel Management Optimization
This is an example of channel diagnostics and the role deployment process, including the three step process taken.

VIEW »

eBooks

DOs and DON’Ts of sales quota allocation and adjustments
This webinar reviews the dos and don’ts of sales quota adjustments, including allocation and mid-performance period quota changes.

VIEW »

eBooks

Europe: Driving Top-Line Growth
This summary from a European briefing includes action steps for EMEA Revenue Leaders, levers for driving top-line growth, and buying behaviors and market complexities.

VIEW »

Whitepapers

Europe: Driving Top-Line Growth
Study findings from the European Growth Summit including why Europe, the challenges of this international market, planning for growth and driving top-line growth

VIEW »

eBooks

Territory Design Best Practices
Sizing and deployment matters because it can maximize profit contributed by your sales organization.

VIEW »

eBooks

Manufacturing: The Rise of Complex Selling Models
Findings from the Alexander Group's 2015 Manufacturing Sales Strategy Survey include key trends in the industry and responds from top manufacturing leaders.

VIEW »

Whitepapers

Aligning Quota Attainment Data With Sales Plan Design
Although compensation designers may produce the perfect sales comp plan, it may fail due to poor quota setting and poor attainment distribution. Learn more with the Alexander Group.

VIEW »

Case Studies

Quota Allocation Process Redesign for a Top Cybersecurity Solutions Provider
With the assistance of AGI, this high tech software company implemented a Modified Fair Share methodology that reallocated individual quotas to align with opportunity and increase overall allocated quota.

VIEW »

Case Studies

Financial Service Industry Solutions Provider Implemented New Quota Allocation Redesign
After interviews and assessments, AGI recommended this solutions provider in the financial services industry to implement a modified fair-share methodology to fully allocate their 2015 goals.

VIEW »

Whitepapers

How Sales Reps Upside Earnings Affect Sales Results
Setting the appropriate upside earnings for your sales reps comp plan could be the difference between revenue erosion vs year-over-year revenue growth.

VIEW »

Whitepapers

Using Sales Compensation to Drive Manufacturing Growth
Manufacturers' sales compensation plans fail to incent behaviors that address some of the key challenges facing manufacturers today.

VIEW »

Case Studies

A Compensation Approach for a Media Company in Transition
An integrated media firm in Europe it could increase revenue through improved cross-selling of print and digital solutions.

VIEW »

Case Studies

Creating Equitable Sales Territories for Business Software and Services Company
This $230 million/year business software and services company was in need of new opportunity sizing and territory alignment. After assessing the company’s needs, a TAM model was built to determine segment breakpoints.

VIEW »

Case Studies

Software Company Grows Up, Invests in Sales
This mid-market learning management software company suffered from underinvesting in sales for several years.

VIEW »

Case Studies

Private Equity Owned Company – Sales Assessment and Transformation Roadmap
This tech company lacked a value proposition for its new market, and attempted to sell into both markets with a generalist sales force and failed in each market. AGI conducted a comprehensive assessment and identified multiple initiatives to help the sales organization hit growth goals.

VIEW »

Case Studies

Medical Device Company Sales Force Relaunch and Sales Compensation Restructure
This medical device company decided to relaunch their sales force after reviewing the market, competitors and buyer behavior. AGI delivered an in-depth revenue, cost and productivity analysis to help both management and sellers succeed.

VIEW »

Case Studies

Full Sales Model Redesign Drives Growth for Cloud Host Provider
The Alexander Group conducted a full eight-pillar assessment. After the review, AGI worked with this leading host provider to design and implement a new sales model with their team of sales leaders to stay competitive in the cloud market.

VIEW »

Whitepapers

Misused Sales Compensation Dollars
This paper uses the media advertising industry to illustrate several ways in which organizations misuse critical sales compensation dollars.

VIEW »

eBooks

Setting Sales Quotas with New Measures
This eBook focuses on how to diagnose sales quota issues, set quotas with new measures, and how AGI can assist.

VIEW »

Survey Findings

2015 Sales Quotas Practices Survey
Sales departments use sales quotas for performance accountability and incentive compensation purposes.

VIEW »

Videos

View Point Briefing Preview – Pharmaceutical
Companies need to adapt their traditional physician-focused sales models to form a sales force of the future.

VIEW »

Videos

Executive Interview – Accuray – Kelly Londy
Kelly Londy, EVP and chief commercial officer, Accuray, talks about who is their customer...

VIEW »

Case Studies

Regional Health Plan Uses New Comp Plan Design to Drive Net-New Sales
A regional health plan provider struggled with competition from national plans, while trying to maintain market share and grow sales.

VIEW »

Videos

View Point Briefing Preview – Sales Operations
Sales Operations must keep up with the needs of the sales organization as it evolves.

VIEW »

eBooks

Five Red Flags of Sales Utilization
The best way to diagnose and improve utilization is to use the right measurement approach and framework for decision making.

VIEW »

Videos

Executive Interview – Cisco – Bill Lepage
Bill LePage, SVP Worldwide Sales Enablement, Cisco, explains how the company enables their sales force...

VIEW »

Case Studies

High-Tech Cloud Company Uses Design Goalposts for Comp Plan Consistency
A high-tech cloud company was experiencing fast growth. As a result, updates to job definitions, guidelines and sales compensation parameters were not keeping up as the company continued to add new sales teams.

VIEW »

Videos

View Point Briefing Preview – Quotas
The quest to develop and maintain an effective quota program is critical as it is the foundation for meeting sales goals.

VIEW »

Videos

View Point Briefing Preview – Compensation Programs
Codified platform jobs, principles, goalposts, governance and process provides a framework to drive your strategic goals.

VIEW »

Whitepapers

Eight Principles Of Sales Force Reinvention
Reinvention is not an event; it is a process. Learn how your company can use these principles to enable your sales force to deliver more value and greater differentiation.

VIEW »

eBooks

Insight-Led Selling and the Critical Role of Sales Operations eBook
This 2014 Chief Sales Executive Operations Forum provided three top functions of the sales operations role to deliver impressive results.

VIEW »

Videos

View Point Briefing Preview – Technology
Is your tech sales organization shifting to services-led selling?

VIEW »

Videos

View Point Briefing Preview – Playbooks
Sales playbooks are a powerful tool that allow sales organizations to deliver the right message at the right time.

VIEW »

Articles

Is your sales compensation plan hurting sales growth
Sales management expects the sales compensation program to drive sales growth.

VIEW »

Videos

View Point Briefing Preview – Sales Compensation
With expertise in sales comp design and improvement, AGI helps clients align their sales comp program with goals and strategy.

VIEW »

Videos

View Point Briefing Preview – Sales Analytics
To employ sales analytics well, think about measuring sales utilization.

VIEW »

Videos

View Point Briefing Preview – Medical Device
To grow, medical device companies must take decisive action and challenge yesterday’s legacy sales models.

VIEW »

Videos

View Point Briefing Preview – Media
Media sales leaders face an immediate opportunity to capitalize on the rapid changes in the media industry.

VIEW »

Videos

View Point Briefing Preview – Life Sciences
Evolving to Life Sciences 2.0 will positively impact ROI, sales productivity, revenue and retention.

VIEW »

Videos

View Point Briefing Preview – Health Insurance
See the changing Health Insurance environment through a new sales-focused lens.

VIEW »

Videos

View Point Briefing Preview – Cloud Sales
Whether it is application, infrastructure or platform-as-a-service, cloud sales requires a radically different sales model than traditional software.

VIEW »

Videos

View Point Briefing Preview – Channel Sales
Companies need to take the lead through a continual process of reviewing, updating and communicating a go-to-market strategy.

VIEW »

Videos

Sales Analytics – Driving Sales Transformation
Sales analytics can help you define your strategy, achieve your plan and stay ahead of the competition.

VIEW »

Videos

The Power of Sales Analytics
Polycom was able to use the valuable sales analytics and research from AGI to take their business to the next level.

VIEW »

Case Studies

Telco Leverages Data to Increase Sales
A telecommunications company wanted to identify specific companies, target vertical markets, and quantify sales by account and territory.

VIEW »

eBooks

Ramping a Successful Cloud Sales Team
An eBook on how to adapt to changes in cloud sales to ramp up sales productivity and increase overall success.

VIEW »

Videos

Executive Interview – Philips – Greg Nesbitt
Greg Nesbitt, VP Sales, Philips Healthcare, discusses how he helped consolidate all the Philips Healthcare businesses...

VIEW »

Books

Sales Compensation Almanac
This must-have resource provides the latest trends, resources and insights into sales compensation solutions.

VIEW »

Whitepapers

Create Buyer Messages That Matter
What is the role of product literature and sales messages? Learn more about creating the most effective messaging through message content, completeness and precision.

VIEW »

Case Studies

Fast Growth Cloud Company Reigns in Sales Job and Comp Plan Proliferation
This company experienced rapid growth and faced assigning a few pre-existing job titles to new hires even if it didn’t match the position.

VIEW »

eBooks

Cloud Channels
This eBook discusses how indirect channels differ in cloud sales organizations based on the session at the 2014 Cloud Symposium.

VIEW »

eBooks

Cloud Quotas
This eBook discusses quota setting and compensation in a mixed revenue world based on the session at the 2014 Cloud Symposium.

VIEW »

eBooks

Back to the Future – Cloud Revenue Comp Models
A discussion on recurring revenue compensation models in cloud sales based on the session at the 2014 Cloud Symposium.

VIEW »

eBooks

Cloud Metrics
This eBook discusses cloud metrics and what you should be measuring in your cloud compensation plan.

VIEW »

eBooks

Cloud Sales Rules of the Road
This eBook discusses complex sales crediting and solving associated challenges within cloud sales.

VIEW »

eBooks

Evolving Cloud Sales Role
This eBook discusses the evolving cloud sales role through hunters, farmers and hybrid positions based on the session at the 2014 Cloud Symposium.

VIEW »

eBooks

Cloud Sales – A Cut Above: Segmentation
This eBook discusses segmentation for cloud companies based on the session at the 2014 Cloud Symposium.

VIEW »

eBooks

Cloud Symposium – Executive Summary
This eBook discusses sales effectiveness in the cloud sector: job design & sales comp based on the session at the 2014 Cloud Symposium.

VIEW »

Whitepapers

Insight-led Selling and The critical Role Of Sales Operations
Explore how leading companies are leveraging the sales operations function to design and support insight-led selling.

VIEW »

Whitepapers

The Characteristics of Top Value Selling Organizations
What is value selling? How is your organization utilizing this method?

VIEW »

Videos

Executive Interview – Andersen – Sal Abbate
Sal Abbate, talks about his sales organization's experience...

VIEW »

eBooks

Private Equity Sales Challenges
Does your portfolio company’s sales force support your investment strategy?

VIEW »

eBooks

Is Your Sales Compensation Program Set Up for Success?
This eBook is an excerpt from a comprehensive sales compensation program management briefing for mature companies.

VIEW »

Case Studies

Software Company Victim of Own Success: Overhauls Sales Comp Program
A software company suffered from undefined comp design parameters and guidelines that led to an unmanageable number of sales comp plans.

VIEW »

eBooks

Technology is Disrupting the Legacy Manufacturing Sales Model
This eBook is an excerpt for sales executives about the manufacturing industry sales team evolution and sales coverage trends.

VIEW »

Case Studies

Manufacturer Increases Selling Productivity and Account Coverage with Inside Sales
A manufacturer of household goods needed to restructure the sales force and reduce sales expenses overall.

VIEW »

Case Studies

Building Material Manufacturer Transforms Sales Coverage Model
A sales model assessment helped this company's sales organization evolve to become a competitive advantage.

VIEW »

Books

The Value Selling Anthology
The prominence and importance of the sales function are rising. Why is this? And what does it mean for sales leaders and other executives?

VIEW »

Case Studies

Health Plan Provider Designs New Coverage Model
An individual and small group health insurance provider was missing growth opportunities in new markets and needed a new coverage model.

VIEW »

Case Studies

Health Plan Provider Uncovers Opportunities to Increase Productivity
The company needed to assess the sales organization’s current practices to determine its efficiency and effectiveness.

VIEW »

Case Studies

Biotechnology Company Evaluates Role Design and Optimal Sizing for KOLM
While preparing for a product launch, the Key Opinion Leader Managers needed to validate critical activities and review sizing alternatives.

VIEW »

Videos

Executive Interview – Bayer – Ken Liss
Ken Liss talks about what's needed to lead a large sales organization...

VIEW »

Videos

Executive Interview – Cisco – Jim Blum
Jim Blum uses cycling analogies to illustrate how listening carefully...

VIEW »

Videos

Executive Interview – SAP – Greg McStravick
Greg McStravick explains how SAP uses their sales resources...

VIEW »

Videos

Executive Interview – Siemens – Alexander Socarras
Alexander Socarrás discusses how his sales organization adds value...

VIEW »

Case Studies

Software Company Creates a Globally Consistent Sales Comp Program
With a high sales expense to revenue ratio and missed revenue targets, this company needed to improve productivity and cut costs.

VIEW »

eBooks

Health Insurance at a Crossroads – Sales Strategies for Success
This summary comes from our comprehensive health insurance sales strategy study that provides key insights on sales model evolution.

VIEW »

Case Studies

Internet Service Provider Improves its Sales Comp Program
This internet service company sought guidance from AGI to help evaluate and improve their sales compensation programs.

VIEW »

eBooks

Winning In The Value Segment
Learn more on the insights from the 2013 Chief Sales Executive Forum.

VIEW »

Case Studies

Software Company Overhauls Partner Incentives and Doubles New Business
This company's ineffective channel incentive program did not support the company’s strategic growth objectives and wasn't financially viable.

VIEW »

Videos

Executive Interview – GE BioProcess- Tom Isett
Tom Isett talks about how the GE BioProcess sales organization changed their sales strategy and messaging.

VIEW »

eBooks

Sales Growth Strategy – Winning in the Value Segment
The 2013 Chief Sales Executive Forum taught executives how much they are expected to grow, where to find growth, and how to get it.

VIEW »

Case Studies

Redesigned Sales Coverage Model Helps Med Device Company Improve Sales
Senior leadership needed to drive account penetration and reduce costs with a new product focus, coverage plan and comp program.

VIEW »

eBooks

Sales Analytics – Understanding & Improving Sales Asset Utilization
What is the utilization rate of your sales assets? How does your sales force compare?

VIEW »

eBooks

Services Led Technology Sales
What is services-led selling and how does it differ from solution selling?

VIEW »

Case Studies

Network Security Solutions Provider Redesigns Quota Allocation Methodology
This company wanted to improve individual sales goals that better align with market opportunity, and improve goal attainment across markets.

VIEW »

eBooks

Sales Quotas – Diagnostics and Solutions
Why are sales quotas important? Companies often get it wrong... at a cost.

VIEW »

eBooks

Channel Sales – Are you Getting the Most From Your Partners
Are your channel partners driving growth & providing the expected level of customer service? Optimize channel partner incentive programs.

VIEW »

Whitepapers

Better Results through Value Selling
Views and experiences in building sales organizations that add value to the products and services they sell.

VIEW »

Career Resources

The Alexander Group Internship Experience
I felt as if I could ask anyone in the office, from business analyst to vice president, for assistance and they would help without hesitation.

VIEW »

eBooks

Sales Jobs, Metrics and Compensation in the Age of Value Selling
Without superior sales value creation outcomes, sales results have suboptimal economic value to the company.

VIEW »

Case Studies

Orthopedic Device Company Uses Go-To-Market Strategy for New Product Launch
Sales and marketing leaders sought attainable market potential at product launch and develop a detailed launch strategy.

VIEW »

Case Studies

Medical Device Company Restructures Sales Coverage Model to Drive Productivity
With five sales forces calling on the same account, sales pursuits were uncoordinated and cross-selling was limited, resulting in poor sales growth.

VIEW »

Case Studies

Medical Device Company Implements Sales Playbooks for New Selling Model
Sales leaders' new program, optimizing the collaboration of roles in the account selling cycle, needed to be implemented and supported.

VIEW »

Case Studies

Diagnostic Company Builds Strategic Account Management Program
This best-in-class program accelerated growth through account targeting, sales team coordination and sales effectiveness.

VIEW »

Whitepapers

Travel Tips on The Journey To Selling Value
Explore the growing importance of value selling through our observations and research.

VIEW »

eBooks

2013 Digital Advertising Study
This eBook is a call-to-action for the 2013 Alexander Group's Digital Advertising Study.

VIEW »

Books

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs
Nothing motivates a sales force better than a powerful compensation program.

VIEW »

Case Studies

Global Technology Provider Faces Sales Strategy and Execution Challenges
In addition to refining job design, the comp and quota programs had to be corrected to drive the right behavior and focus on growth opportunity.

VIEW »

Case Studies

Building Supply Company Uses Sales Playbooks for Roadmap to Success
For the new sales role, leadership wanted a playbook that would give sales reps targeted, relevant tools and content for immediate results.

VIEW »

Books

The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth
Don’t let growth become an obstacle to success. Use the Sales Growth Model for your organization.

VIEW »

Books

Sales Eats First
Senior executives illustrate how combining world-class practices can out-sell the competition.

VIEW »

Case Studies

Private Equity Firm Transforms the Sales Organization
The company sought an assessment of its sales function and transformation to become a world-class sales organization.

VIEW »

Case Studies

Private Equity Firm Identifies Improvement Opportunities at Portfolio Company
The leaders sought for change in the sales model and develop/ implement “quick hit” uplift opportunities to renew the company.

VIEW »

Case Studies

Rapidly Growing Social Media Company Realigns Sales Compensation Plan
This company evolved its strategy but not changes in sales comp plans which were misaligned with the current business objectives.

VIEW »

Case Studies

Life Sciences Company Improves Sales Productivity
A large life sciences company's goal was to uncover opportunities for coverage improvements and efficiency within sales models.

VIEW »

Case Studies

Cloud-based Solution Provider Redesigns Sales Compensation Plan
With an evolving sales structure to increase eligible roles, a redesign of comp plans to support a go-to-market strategy was needed.

VIEW »

Whitepapers

Compensating Sales Reps to Align to Your Cloud Strategy
Most software firms and software solution resellers today are transforming their business models for the cloud.

VIEW »

Articles

Emergence of the global sales comp manager
Sales leaders create sales compensation plans and address unique sales challenges.

VIEW »

eBooks

Life Sciences 2.0 – The Science Of Selling
Life sciences leaders must transform sales models while optimizing sales investment ROI.

VIEW »

Whitepapers

Playbooks Execute Your Sales Vision
Sales leaders face many challenges in leading the sales force to effectively execute the vision.

VIEW »

eBooks

The Growth of Cloud – What Does it Mean For your Sales Team
Is this really a game changer for high tech? Learn what challenges your sales force will face and what actions you need to take.

VIEW »

eBooks

The Power of Playbooks – Execute your Vision
Sales executives often lack the ability to execute their vision for the new go-to-market strategy. Playbooks enable their vision to reality.

VIEW »

eBooks

Media Advertising Sales – Transforming Your Sales Model to the New Realities
AGI explores how to create agile coverage and incentive models that add value for customers while growing sales.

VIEW »

Whitepapers

Making Change your Secret Weapon
How are sales leaders preparing their sales organization to adapt quickly and effectively to change? How is that preparation a competitive advantage? Read insights here to learn more.

VIEW »

Whitepapers

Bold Moves Drive Sales Growth
Exploring the bold moves that companies made to secure their growth ambitions.

VIEW »

Articles

Five global sales compensation trends
Global sales compensation management is an evolving function.

VIEW »

Whitepapers

Evolution of Sales Models in the Medical Device Industry
This whitepaper identifies one of the keys to growth – account management adapted from winning practices in B2B enterprise sales.

VIEW »

Whitepapers

The First Line Sales Manager Evolution
External factors continue to challenge the effectiveness of the traditional first line sales manager role. Learn more about this new role in the Pharma industry.

VIEW »

Whitepapers

A New Role For Sales
Bold solutions and new sales roles that are being implemented by sales leaders.

VIEW »

eBooks

Focusing Your Sales Force on Customer Value
This eBook summarizes the discussion of various industry senior leaders on how customers perceive sales value-added.

VIEW »

eBooks

Bold Moves In The Pursuit Of Growth
The 2012 Chief Sales Executive Regional Forum events explored the theme of new rules | bold solutions: a new role for sales.

VIEW »

Whitepapers

Culture Eats Strategy For Breakfast
Exploring the critical role of sales force culture in successfully implementing a new sales strategy.

VIEW »

eBooks

You Can No Longer Afford Your Legacy Sales Model
To win in the medical sales marketplace, leaders are expected to deliver growth in an increasingly complex and changing sales environment.

VIEW »

eBooks

The Pharmaceutical Sales Force of The Future
Industry consolidation and new customer call points are creating new rules and challenging traditional sales roles for pharma companies.

VIEW »

eBooks

5 Strategies To Manage Seller Bandwidth
How sellers stay within their bandwidth in an age defined by leaner support, increasing complexity, and information overload.

VIEW »

eBooks

5 Strategies For Profitable Growth In 2012
Alexander Group makes some recommendations for readying your sales organization for 2012.

VIEW »

Articles

Are you a sales compensation copycat?
It can be tempting to skip slogging through creating an original plan in favor of copying another company’s program.

VIEW »

Articles

Medical device vendors need a new mix of field resources
Changes arising from a shift in buying power, buying roles, and sales coverage model.

VIEW »

Articles

Seven Elements of an Effective Global Sales Compensation Framework
Having a solid global sales compensation framework will ensure success with a program’s redesign.

VIEW »

Whitepapers

Want Growth? Invest In Sales.
Wisdom of leaders from some of the top sales organizations in the world.

VIEW »

Whitepapers

Navigating the Transformation to Value Selling
This executive summary provides insight into what sales leaders must do in the transformation process.

VIEW »

Whitepapers

Smart Sales Investments when Growth is Expected and Budgets are Tight
Learn how sales leaders are making smart moves to support their transformation to a customer motivated sales culture.

VIEW »

eBooks

Executive Summary – 2011 Cloud Coverage And Compensation Study
A collection of findings from the 2011 Cloud Coverage & Compensation Study, including 20 cloud computing solution providers from a range of industries.

VIEW »

Whitepapers

The Customer Motivated Sales Organization
Results on how acting in the customer’s best interests adds growth to the sales equation.

VIEW »

Whitepapers

A Tale of Two Cities
Executives agreed that 2011 sales growth is dependent on emerging markets, advanced account management skills and innovative ideas.

VIEW »

Articles

Communication – How Sales Leaders Say It Right
Knowing how to effectively communicate a new compensation plan is a necessary and ongoing skill.

VIEW »

Whitepapers

Increase Sales Yield Optimize Reinvestment in Sales Resources
Optimizing sales coverage investment is one key to increasing sales yield within an organization.

VIEW »

Whitepapers

From Transaction to Solution Selling
A discussion of sales coverage model execution, with particular emphasis on moving from transaction to solution selling.

VIEW »

Whitepapers

Tough Times Call for Creative Action
AGI examines what leading sales organizations are doing to gain the edge needed to deliver results in a difficult economy.

VIEW »

Whitepapers

Sales Leadership Imperatives In a Tough Economy
Top sales leaders discuss the economic crisis and its impact on the sales function, sales leadership and performance expectations.

VIEW »

Whitepapers

Sales Force Renewal
Over 150 senior sales leaders shared their thoughts in 2009 on strategies to renew the growth ambitions of their sales organizations.

VIEW »

Whitepapers

Sales and Marketing – Collaborating to Grow
Today's more complex sales models require more sales and marketing collaboration around sales process design and execution.

VIEW »

Whitepapers

Leveraging Inside Sales – Part II
Explore how top level sales executives overcome initial resistance to inside sales.

VIEW »

Whitepapers

Leveraging Inside Sales – Part I
Explore the benefits of inside sales, along with the options for sales executives who are considering a change in their go-to-market mix.

VIEW »

Whitepapers

Delivering Sales Results In A Tough Economy
Over 80 top sales leaders explore what sales organizations can do to deliver results in a weak economy.

VIEW »

Case Studies

Targeted Customer Segmentation Improves Sales and Marketing ROI
Quest Software needed better insight into their customer base to make better decisions on which marketing avenue yields the best ROI.

VIEW »

Whitepapers

A Growth Primer for 2010
Ten senior sales executives discussed the economic crisis and its impact on the sales function, sales leadership and performance expectations.

VIEW »

Case Studies

Media Provider Realizes Big Gains from Sales Transformation
The company needed help driving the change management component of its sales transformation with a consistent approach.

VIEW »

Case Studies

Media Firm Increases Selling Time with New Go-To-Market Strategy
The company wanted to optimize sales productivity to expand their presence in new product areas and underpenetrated markets.

VIEW »

Case Studies

Tech Company Reduces Cost of Sales with Specialized Sales Coverage
The system engineer (SE) organization did not align with the corporation’s technology portfolio and evolving customer and partner needs.

VIEW »

Whitepapers

Making Sales Time Your Strategic Advantage
Senior sales executives shared their objectives, challenges and solutions around increasing the quantity and quality of sales time.

VIEW »

Case Studies

Business Intelligence Provider Gets Smarter on Sales Productivity
The company needed to increase sales productivity to meet aggressive growth objectives without significant increases in sales resources.

VIEW »

Case Studies

Tech Firm Saves Millions with Learning and Development Roadmap
The company needed to assess their training needs and prioritize a roadmap for each sales constituent on an individualized basis.

VIEW »

Case Studies

Distribution Company Increases Sales Effectiveness
The company wanted to determine how the reps could increase sales effectiveness and improve productivity for revenue growth and ROI.

VIEW »

Case Studies

Media Tech Company Improves Incentives, Increases Gross Margins
The company recognized the need to untangle the partially overlapping product and customer assignments across the sales organization.

VIEW »

Case Studies

Bausch + Lomb Sees Increased Revenue with Optimized Call Strategy
The company needed new call strategies and coverage alternatives with specific territories, accounts and sales resources for across the US.

VIEW »

Whitepapers

Sales Leadership in Challenging Times
Top sales executives set the stage for sustained growth.

VIEW »

Whitepapers

La Compensacion de los profesionales de ventas: pagar segun los resultados de ventas
¿Existe un método científico para diseñar sistemas de compensación? ¿Hay algún patrón que permita distinguir un sistema de clasificación o establecer un protocolo a seguir cuando queremos desarrollar un plan de compensación?

VIEW »

Whitepapers

La Compensacion de los profesionales de ventas: pagar segun los resultados
¿Existe un método científico para diseñar sistemas de compensación? ¿Hay algún patrón que permita distinguir un sistema de clasificación o establecer un protocolo a seguir cuando queremos desarrollar un plan de remuneración?

VIEW »

Articles

The seven rules of sales compensation simplicity
Assuredly, most sales compensation plans are way too complex.

VIEW »