Case Study: a global manufacturing and retail company transforms sales organization and enablement with Alexander Group

Global Manufacturing and Retail Company uses Alexander Group’s 300+ survey to reshape sales organization

A global manufacturing and retail company faced a challenge as its siloed sales organizations were misaligned with its strategic vision and lacked a customer-centric approach. Its complex B2B2C model also lacked a sales enablement function to support strategy and execution. The company engaged the Alexander Group to conduct a Sales Organization Transformation Assessment and Blueprint to identify quick wins and long-term investments needed for future success.

The Alexander Group conducted a global assessment through interviews, focus groups, and a survey. Their solution included recommendations for segmentation, coverage, organizational structure, and sales enablement, including an enterprise approach for a single view of accounts and an opportunity model to identify revenue potential. As a result, the Alexander Group's recommendations led the client to restructure its sales organization for better global focus on its industrial customer base and to invest in formalizing a sales enablement function to provide more effective data and insights to its teams.