Sales Productivity: Optimize Sales Coverage To Increase Sales Productivity and Improve Sales ROI

By: Alexander Group  09-12-2011
Keywords: Productivity, Sales Productivity

Increased financial pressure means sales leaders must continually improve productivity: achieve more with less. Alexander Group helps clients meet this challenge by assessing sales potential across the entire organization, then giving sales executives the tools to determine how to achieve the maximum throughput with existing resources.

Our sales productivity assessments pinpoint where clients can improve current go-to-market processes and programs, helping to:

  1. Quantify the time current sales assets devote to actual customer coverage.
  2. Calculate the real value of a sales hour.
  3. Determine how productivity compares to select benchmark companies and our clients’ desired sales strategy.

Sustainable success
Alexander Group helps clients not only realize immediate productivity potential, but also build a true sales productivity discipline. Clients develop the flexibility and skills to improve sales productivity over and over, year after year.  Such finely tuned sales organizations can attract and retain winners that make their numbers and managers that are equipped to coach and develop — all in a high-performance, customer-motivated culture.

Keywords: Productivity, Sales Productivity

Other products and services from Alexander Group


Sales Benchmarking: Improve Sales Time, Sales Productivity and Investment

As a standalone offering, or as an integral component of our sales management consulting projects, Alexander Group’s benchmark and assessment services compare detailed analytics from our database of over 90,000 sales representatives from more than 200 companies.


Sales Coverage: Align Sales Coverage with Company Goals and Resources

The right sales coverage model takes into account the target customer and segment, the size and structure of the sales force deployed against them, and the sales channels used to reach them. We take a deep dive into all of these elements to develop a specific set of sales processes and roles that clearly answers the questions of how, where and when to deploy sales resources.


Sales Transformation: Reinvent the Sales Organization Through Sales Transformation

Despite the risks and organizational challenges, everyone — from shareholders to executives to sales reps — stands to gain from a well-executed sales transformation. It takes buy-in from the CEO on down, a tolerance for risk and a willingness to put every facet of the sales organization under the microscope. Success can yield a 10-20% revenue gain, and it hinges on having an expert partner who can guide well-informed decisions.