Case Study: a scaling small cap staffing company improves GTM strategy and sales compensation with Alexander Group

Scaling Small Cap Companies boosts revenue 40% with Alexander Group

The customer, a leader in the staffing and recruitment sector referred to as Scaling Small Cap Companies, faced the challenge of scaling its U.S. footprint to achieve 40% revenue growth. To reach this goal, they engaged the Alexander Group to evaluate and optimize five key areas of their go-to-market strategy, including their sales compensation program and account management performance.

The Alexander Group conducted a comprehensive assessment, which revealed that account executives spent too much time on pre-sales activities and that fewer than half of deals met gross margin targets. Their solution included redesigning the sales compensation plan to incentivize new customer acquisition and higher margins, and restructuring the GTM organizational model. As a result, the client benefited from simpler, more strategic compensation plans that supported recruiting and streamlined administration.