Case Study: a leading magazine publisher doubles contract length with Alexander Group

Leading Magazine Publisher doubles average contract length in 3 months with Alexander Group

A leading magazine publisher based in the UK faced a challenge with its legacy transactional sales model, which resulted in high sales force turnover and an inability to penetrate large accounts for long-term growth. The Alexander Group was engaged to help the company transform its approach to consultative selling.

The Alexander Group devised a new strategy focused on larger accounts and longer-term contracts. They clarified job roles and created new territories, quotas, and sales compensation plans. This solution led to immediate results, with average contract lengths doubling within three months and a dramatic increase in the percentage of salespeople reaching their quota.