Optimizing Jobs for Commercial Excellence
Emerging Practices for Business Services Leaders
Business services companies are investing significantly in their sales roles, with 50% increasing industry/product specialist headcount and 53% increasing customer success manager headcount in 2024. These companies recognize the impact of optimal role design and deployment on both revenue growth and seller productivity. One of the key challenges facing business services leaders is how to optimize their jobs and account coverage for commercial excellence.
Alexander Group surveyed 250+ CROs and interviewed 100+ executives to understand how companies are organizing and deploying their sales roles. A few of the highlights include:
Primary sellers at highly productive companies spend +12% more time on account development and persuasion.
Lead Generation roles is the #1 demand generation investment category for senior executives in business services.
AI is expected to increase productivity and efficiency for field seller, lead generation and specialist roles.
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 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, business services leaders identified four growth plays:
INCREASE PRIMARY SELLER PRODUCTIVITY
to Maximize engaged selling time by offloading non-selling activities
Primary sellers at highly productive organizations spend +12% more time on account development and persuasion
INVEST IN SOLUTION SELLING
to execute highly technical solution sales through specialization
50% of companies increasing industry/product specialist headcount in 2024
INVEST IN DEMAND GENERATION
to Choose the right combination of lead generation roles to increase lead volume, qualification and conversion
Lead generation roles is the #1 demand generation investment category for senior executives
ENHANCE SERVICES SALES & DELIVERY
to Invest in the post-sales roles to streamline adoption and delivery and manage recurring customers
53% of companies increasing customer success manager headcount in 2024
Are your role and coverage strategies aligned for productivity and profitability?
Schedule a complimentary readout today to learn more about the roles and coverage capabilities for operational improvement. Please complete the form and an Alexander Group representative will contact you soon to schedule your briefing.
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