Case Study: a global automotive parts distributor improves sales efficiency with Alexander Group

Global Automotive Parts Distributor boosts rep efficiency with Alexander Group

A global automotive parts distributor was experiencing stagnant growth due to a lack of clarity in sales job roles, a lack of strategic focus, and inequitable territories with overlapping coverage. The distributor engaged the Alexander Group to help define a core sales process, create specifically defined job roles, and balance its territories to ensure proper customer coverage.

The Alexander Group led the development of new job roles, territories, sales processes, compensation plans and training. The team was redeployed to focus on high-potential accounts. As a result of this new sales structure implemented by the Alexander Group, the distributor achieved balanced growth, improved sales rep efficiency from optimized territories, and saw an increase in engaged selling time.