General Trends & Best Practices
AGI stays current on the trends, issues and best practices that sales executives care most about. We accomplish this through regular research with top sales executives using both web surveys and expert panels.
We offer clients and friends the opportunity to participate and share in this research free of charge. There are three ways to do this…many executives participate in all of them.
Annual Forum Trends Survey
Conducted each November, this survey delves into three areas:
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Previous year goals, attainment and cost of sales
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Growth expectations for the coming year and cost of sales trend
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Sources of growth, potential barriers and strategic growth initiatives
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Participants are given an in-depth findings report. Special cuts by sales force size or industry are available.
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Annual Compensation Trends Survey
Conducted every March, this survey offers insight into:
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Statistics on sales compensation plan performance last year (participation, payout relative to budget, etc).
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Changes anticipated for the coming year in budgets and target total compensation
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Changes anticipated in plan mechanics such as mix, leverage, and metrics
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Governance issues in plan design with emphasis on complications associated with globalization
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Participants receive a detailed findings report. Special cuts by sales force size or industry are available.
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Chief Sales Executive Digest: Topic Group Series
The Alexander Group conducts Topic Group panels for sales executives five and six times per year. Each panel gathers eight to ten executives on a facilitated conference call. Calls are dedicated to a specific sales management issue (e.g. maximizing sales time, implementing sales strategy, etc.).
Participants ask questions, share insights and discuss approaches that yield superior results. A Digest Report is produced after each Topic Group series, summarizing:
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The Issue
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Root Causes
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Action Alternatives and Complications
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Possible outcomes
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Reports are available free of charge to participants.
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