Optimizing Sales Roles for Profitable Growth
Emerging Trends for Technology Leaders
Technology organizations are making significant investments in their sales roles, with 58% increasing Product Specialist headcount and 54% increasing Customer Success Manager headcount in 2024, industry leaders are redefining their account coverage and go-to-market (GTM) strategies.
Based on Alexander Group’s latest research, leading technology companies are making investments in roles and coverage to execute growth priorities with nine key growth plays.
To navigate this dynamic environment and propel profitable growth, industry leaders are redefining their account coverage and GTM strategies.
Survey Demographics
250+
Survey Responses from CROs
100+
Interviews with Executives at Large B2B Companies
80+
Client engagements
Discussion Topics
Account Segmentation
Aligning resources with customer, product and industry segments. Historically, our cross-selling has been low. We’ve trained up more specialists to support our sellers.
Sales Process
Deploying resources across each buyer journey stage. Leadership is pushing for new customer growth, but lines between demand generation and pre-sales roles are blurry.
Role Evolution
Responding to changes in business strategy, market trends and AI Strategic sellers must become more sophisticated to drive profits. We are piloting AI dashboards to refocus seller time.
As go-to-market models are dependent on product portfolio depth and complexity, technology leaders identified nine key growth plays to achieve growth across the sales cycle:
Are your role and coverage strategies aligned for productivity and profitability?
For more information on the roles and coverage capabilities for operational improvement, schedule a readout of the Technology Roles & Account Coverage study with an Alexander Group practice lead.
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