Trends in Sales Coverage

Go-to-Market Trends & Mandates

Business services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitive offerings and revenue models are causing an identity crisis.
In part three of our video series on business services go-to-market (GTM) trends and mandates, Mike Burnett highlights the latest insights on sales coverage as well as a high-level approach to designing sales coverage models.

At 5:12, Mike discusses the two key drivers that have influenced business services coverage models and the resulting shift of go-to-market resources.

Stay tuned for the final video of the series which will cover realigning sales compensation with the new GTM trends and mandates.

For more information on the GTM trends and mandates for business services, please contact an Alexander Group practice lead.