Case Study: a leading global energy management company establishes consistent sales leadership expectations with Alexander Group

a leading global energy management company codifies front-line sales leadership with Alexander Group in 3 key areas

A leading global energy management company was facing inconsistent outcomes due to ad-hoc management styles and a lack of formal processes for its front line sales leaders. The company engaged the Alexander Group to help define best practices and create standardized expectations for coaching, people development, and business management.

The Alexander Group assessed the company's practices and benchmarked them against its database to define key leadership activities. The solution involved the creation of a sales leadership playbook that established guiding behaviors and provided tools across strategic planning, business management, and people development. This provided the company with a codified approach, resulting in clearly set expectations and clearly defined activities for its sales managers.