Case Study: a global medical device company achieves 6% revenue growth with Alexander Group sales coverage restructuring

a global medical device company boosts revenue 6% with Alexander Group

Alexander Group was engaged by a global medical device company struggling with sales productivity. The customer's challenge was an overly specialized sales model with five separate sales forces often calling on the same hospital accounts, leading to uncoordinated efforts, limited cross-selling, and stalled growth.

The Alexander Group solution was to restructure the sales coverage model, trading some specialization for greater reach. They implemented a new structure with Account Managers owning accounts, supported by Specialists as needed, while using inside sales for smaller accounts. This approach drove a 6% increase in incremental revenue and a 2% improvement in the expense-to-revenue ratio for the medical device company.