5 Steps to Transform Decentralized Sales Comp Models

A straightforward sales compensation program may help companies mitigate myriad issues. With consistent practices across the entire organization, companies will likely find it easier to establish a blueprint for the future, integrate subsequent organizational changes, provide appropriate local flexibility and improve financial performance. The following five-step approach may allow companies to rectify decentralization.

Driving Revenue Growth in Digital Health: Insights from Tray Chamberlin from The Alexander Group

Watch this in-depth conversation with Tray Chamberlin, principal of Digital Health at Alexander Group, as we explore the dynamic landscape of healthcare technology. Learn about Tray’s extensive experience in sales compensation, business strategy and sales deployment across various healthcare sectors. Gain valuable insights into the evolution of the commercial model, successful adaptation strategies and emerging trends in the health tech industry.

The New Portrait of Leadership

Chris Nagle & Eric Maurer of Alexander Group share which legacy ideas about leadership need to be discarded, and which new approaches to leadership should be embraced.

What Can Sales Leaders do With AI in 2024?

Davis Giedt of Alexander Group recently had the pleasure of sitting down with Gerhard Gschwandtner of Selling Power to discuss the impact of AI on sales organizations in 2024. AI is set to transform the way we sell, manage reps and track activities. From prospect prioritization to account planning and customer interaction tracking, AI will accelerate the daily tasks of salespeople.

Alexander Group Unveils Artificial Intelligence Use Cases Research

Alexander Group unveiled the first installation of its Artificial Intelligence (AI) Research Series, powered by the Executive Access Program. The new research evaluates use cases for commercial AI, including how to use AI to improve demand generation, cross- and upsell for profitable growth, offer better sales coaching and intelligence, enhance customer service, and manage commercial talent.

Alexander Group Recognized as a Forbes 2024 Top Management Consulting Firm

Alexander Group announced its recognition on Forbes’ ranking of America’s Best Management Consulting Firms 2024 for the second year in a row. This prestigious award is presented by Forbes and Statista Inc., the world-leading statistics portal and industry ranking provider.

Effective Governance Keeps Your Sales Comp Program Running Smoothly

Without a strong governance structure, it’s easy for any company’s sales compensation program to risk breaking down. Fortunately, there are key warning signs that may emerge before your sales compensation program comes to a grinding halt.

To scale a company’s sales compensation programs, sales leaders must first seek to establish an effective governance model. With the right infrastructure, companies can save time and ensure the sales compensation programs continue to run smoothly.

The 2024 Technology Spending Rebound

Infrastructure software providers are poised to lead the rebound in tech spending in 2024. After a tumultuous few years tech spending will return to pre-pandemic levels, with infrastructure software providers seeing the most spend. While AI will continue to dominate the headlines and make a significant impact across the overall business landscape, the true tech winners in 2024 will be the infrastructure providers that provide security and reliability against ever-growing capacity needs.

Leveraging CX Best Practices Is Critical For Long-Term Growth

As businesses face uncertain economic conditions, speculation around interest rates and the arrival of disruptive tech innovations like AI, companies would be wise to evolve their go-to-market strategy and find new ways to engage with customers.

Sales Compensation Leaders Focused on Increasing Pay-for-Performance Plans

Revenue growth is expected to rise in 2024, increasing to 13% in 2024 (up from 10% in 2022 and 2023), according to Alexander Group’s 2024 Sales Compensation Trends Survey. Learn more about the recent findings and how you can align your organization.

Alexander Group to Speak and Exhibit at HIMSS Global Conference and Exhibition

Alexander Group announced that Tray Chamberlin, principal and Digital Health practice lead, will present at the HIMSS24 Global Conference & Exhibition held March 11-15, 2024 at The Orange County Convention Center in Orlando, Florida. Chamberlin’s session, “Selling Solutions: The Evolving Commercial Models of Digital Health,” will speak directly to C-level healthcare leaders and will examine how the impact of a rapidly changing digital health industry is causing digital health vendors to evolve their commercial and sales models. The presentation will be held on Tuesday, March 12 at 12:15 p.m. ET in Hall D.

Chart a Course for Sustainable Growth

As life sciences and pharma services companies forge ahead in 2024, they find themselves at a critical juncture―realizing unparalleled opportunities while managing market challenges. As an extension to the recent article, Profitable Growth is on the Horizon, dive deeper into commercial changes across the following key trends: Continued Emphasis on Efficiency, Investment in Post-sales Customer Experience and Significant Plans to Deploy AI.

Vendors Demand More From Partners, But Are Willing to Invest

This article features Ted Grossman, principal at Alexander Group, who offers great insight into ways vendors are increasing their routes to market through collaboration with channel partners across sales, services and build capabilities.

Why Compensation Cost of Sales Is a Metric That Deserves Your Attention

Now that it’s January, your 2024 sales compensation program has been rolled out and everything is in place for a successful sales year. As the year progresses, however, someone will eventually ask, “Is our compensation program competitive? Are we paying too much or not enough?” Often, there’s a rush to look at target pay levels when the problem lies in other areas. This is why leaders should measure and benchmark their compensation cost of sales (CCOS).

Alexander Group Releases Customer Experience Research Indicating the Behaviors, Practices and Tools of CX Leaders

Alexander Group unveiled the results of its new Customer Experience Research report. The research evaluates Alexander Group Customer Experience Index (CXI) of over 160 organizations across seven industries. The CXI evaluated those commercial organizations in four key capabilities including CX vision and strategy, customer engagement, goals and measurement, and defined processes.

Demand Generation Increased Marketing Revenue Generation and Returns by +35% in FY23

Alexander Group unveiled the results of its 2023 Demand Generation Performance and Investment Insights research. As competition across industries continues to intensify, demand generation strategies are evolving to support heightened revenue growth. The findings, which were collected from organizations with top-performing demand generation programs, include a unique look into demand generation and marketing priorities moving into 2024.