Revenue Uncovered by Alexander Group

Alexander Group Principal John Drosos interviews one of our consultants, John Stamos, to get insights from a former Manufacturing seller who now works on the sales consulting side for the same industry. 

Gary Tubridy, Sr. VP of Alexander Group, provides a glimpse of the up-coming discussion at the Chief Sales Executive Forum around the role of the Chief Revenue Officer. Based on interviews with some of the panelists, he examines the rationale for adding the CRO position and how CROs can be a catalyst of change for a sales organization.

Craig Ackerman with the Alexander Group discusses the emergence of the Healthcare Junior Sales Representative. Just a few short years ago this role was almost non-existent, but today 35% of healthcare sales forces utilize a Junior Rep and the numbers keep growing. Listen now to learn more.

Are sales compensation practices within companies going “global?” The short answer is “yes.” David Cichelli shares a summary of the results from the 111 sales departments who participated in this year's AGI 2016 Multi-Country Sales Compensation Practices Survey

In the Analytics in Action series, the Alexander Group takes a look at a manufacturing company that needed to adapt it's go-to-customer model in the face of an industry going through dramatic changes. As the manufacturing industry continues to transform, leading organizations are adapting their sales models to the increased demands of tomorrow’s customer. 

Matt Bartels explains how the new customer contract and the evolving role of the primary seller is changing the Media industry. Listen now to learn how your company can benefit.

Sales Leaders, John Drosos and Kyle Uebelhor share their experience with the growth and focus in the manufacturing industry. The pace of change is in full speed in this industry and the Alexander Group can assist your company in the transformation of this differentiating growth. 

Sean Ryan and Ted Grossman explore the challenges in the technology industry. One area that is most prominent is the shift from selling to strictly IT buyers to selling to functional buyers (HR, finance, etc) within organizations.

One question they hear often is: How can a company take this change into account and help increase revenue growth? Listen now to hear how the Alexander Group and this Technology team can help your business grow.

David Cichelli asks these sales effectiveness questions: In 2016, what was the increase in the sale compensation budget for sales departments? How many companies changed their sales compensation plans for 2016? What is the average sales force turnover for sales departments? Listen now to learn the answers, as well as thought provoking findings from the 2016 Alexander Group Sales Compensation Trends Survey. 

This episode discusses the unexpected costs associated with sales rep turnover and how hybrid software companies are transitioning to the cloud. From the Alexander Group's Benchmarking database, the data shows that on average businesses see a 10% drain on net new business due to this turnover.

Listen to the conversation to learn how your business can produce better results during this transition and reduce rep turnover.