Case Study: a major building supply company accelerates sales success with Alexander Group's sales playbook

Building Supply Company speeds up new rep training with Alexander Group

A major building supply company sought to accelerate its growth in low-share, high-value markets by creating a new sales role. To ensure the role's success, leadership engaged the Alexander Group to develop a sales playbook that would provide a clear roadmap and give new sales representatives targeted tools for immediate results.

The Alexander Group utilized its expertise in playbook development to facilitate design sessions and create a ready-to-use playbook. This solution clearly outlined the sales process, rules of engagement, and tactics for identifying new opportunities. The playbook proved to be an integral tool, enabling newly hired reps to get up to speed quickly and allowing both reps and managers to improve the effectiveness of sales calls and coaching.