Category: whitepapers

Whitepapers

London Summit: Charting the Path to Growth
Alexander Group recently hosted a London Summit with senior EMEA revenue leaders. This paper highlights the Summit discussion and presents some actionable tactics to unlock revenue.

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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.

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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.

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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.

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Whitepapers

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

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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.

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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.

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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.

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Whitepapers

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

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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.

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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.

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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

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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.

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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.

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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.

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Whitepapers

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

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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.

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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.

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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.

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Whitepapers

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

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Whitepapers

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

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Whitepapers

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

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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.

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Whitepapers

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

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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.

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Whitepapers

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

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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.

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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.

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Whitepapers

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

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Whitepapers

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

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Whitepapers

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

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Whitepapers

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

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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.

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Whitepapers

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

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Whitepapers

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

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Whitepapers

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

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Whitepapers

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

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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.

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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.

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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.

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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.

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Whitepapers

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

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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.

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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.

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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.

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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.

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Whitepapers

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

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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?

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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?

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