Learn how your peers have tackled their most challenging issues ... what they would do again ... and what they would change.
Chief Sales Executive Summit - Spring 2010
SALES EATS FIRST: How Companies Use Their Sales Force to Outmaneuver the Competition in a Slow Growth Economy
At the 2010 Spring Summits, top sales executives discussed the critical role of the sales organization in meeting tough growth goals in a difficult economy by adding value to the products and services they sell. Read this executive summary, edited by Gary Tubridy, Senior Vice President of The Alexander Group, to learn more about the four imperatives of sales excellence that can position your company to deliver the value needed to grow in this challenging, post-recession economy. Click here to request your copy
Chief Sales Executive Workshops: 2009 Summary
The 2009 Chief Sales Executive Workshops, held in April and May 2009, focused on what sales organizations can do to deliver results in a weak economy. During the workshops, executives agreed that down economies provide a great opportunity to make long needed changes to take advantage of both weaker rivals and increased customer need. This publication, edited by Gary Tubridy, Senior Vice President of The Alexander Group, summarizes the observations and insights from keynote speakers from MasterCard Worldwide, Time Warner Cable, Hewlett-Packard, Thomson Reuters, Honeywell International and Fujitsu America. Click here to request your copy
2009 Chief Sales Executive Forum
Sales Force Renewal - Planning to Thrive in 2010
The 2009 Chief Sales Executive Forum "Sales Force Renewal - Planning to Thrive in 2010," explored what sales leaders are doing to invigorate their growth agenda for 2010. Top executives shared their thoughts on leadership messages, programs and resources needed to restore growth ambition and capability. This publication, edited by Gary Tubridy, Senior Vice President of The Alexander Group, summarizes the highlights and insights gathered at this annual event. Click here to request your copy2009 Chief Sales Executive Summit
A Growth Primer for 2010...Making the Most Out of an Indifferent Economy
At the 2009 Chief Sales Executive Summit top executives convened to discuss the economic crisis and its impact on the sales function. Looking forward to 2010, these executives anticipate an indifferent economy where they will need to "capture" growth with smarts and focused efforts. Read this executive summary, edited by Gary Tubridy, Senior Vice President of The Alexander Group, to learn more about the four initiatives these executives will be leveraging to reach their growth objectives. Click here to request your copy
2009 / 2010 Sales Pulse Survey
Growth Is In The Air
After 18 months of economic headwind, it looks like growth is back in the forecast. In this 2009 / 2010 Sales Pulse Survey summary, participants tell us that 2010 will be a good but challenging year. Edited by Gary Tubridy, Senior Vice President of The Alexander Group, read how sales executives are placing sustainable growth onto center stage in their plans for resurging in 2010. Click here to request your copy
Making Sales Time Your Strategic Advantage
An Alexander Group/Columbia Business School White Paper
This whitepaper draws on The Alexander Group’s 2006 Executive Roundtables (“Topic Groups”) on “Making Sales Time Your Strategic Advantage.” A total of 80 executives participated in 10 Topic Group (TG) sessions in which they shared their objectives, challenges, and solutions around increasing the quantity and quality of sales time in their sales organizations.
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Topic Group Digest
AGI conducts four to five Topic Group series per year. In these we explore topics of interest to our clients, such as Maximizing Sales Time, Launching New Sales Strategies and more. After each series, we summarize key findings (based on input from 40 to 60 leading executives) in our Topic Group Digest. The latest edition is on Maximizing Sales Time.
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Compensating The Sales Force
A Practical Guide to Designing Winning Sales Compensation Plans
Sales compensation has an immense impact on sales performance. Written by Dave Cichelli, Senior Vice President of The Alexander Group, this book provides practical guidance on how to assess, design and implement highly effective sales compensation programs. Written in a “how to” style, it is filled with examples, illustrations, tools and practical guidance. Mr. Cichelli’s book can help you get the most leverage from your sales compensation program.
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Why Measure Sales Time?
This white paper by Dave Cichelli, Senior Vice President of The Alexander Group, offers perspective on why sales time is so valuable and tips on how you can measure it. Click here to request your copy
Optimizing Strategic Account Coverage & Organization
This article by Linda Mahoney, a Vice President with The Alexander Group, summarizes key findings from the Strategic Accounts Productivity Survey conducted by AGI for the Strategic Account Management Association. Key topics include account targeting, organization alignment, sales crediting and incentives, and retention.
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Behold The District Sales Manager
Revive your sales force by redefining and supporting your district sales managers. Examine the four-step process to bring your district manager's job back to its point of origin. Click here to request your copy