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Learn how your peers have tackled their most challenging issues ... what they would do again ... and what they would change.

2007 Sales Pulse Survey
This 2006/2007 Sales Pulse Survey is the 6th edition of this unique benchmarking initiative. It surveys top sales executives from Fortune 1000 companies about growth objectives and strategies for the coming year. Find out how these firms plan to achieve historic levels of sales and productivity growth.
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2006 Chief Sales Executive Forum: Sales Force Multipliers…Approaches to Extending Sales Reach and Impact
The theme of the 2006 Chief Sales Executive Forum (CSEF) – “Sales Force Multipliers: Approaches to Extending Sales Reach and Impact” – speaks to a challenge confronting sales organizations across the entire business landscape. In an era of static, if not falling, headcounts and sales budgets, how can sales organizations achieve constantly rising revenue targets? How can they do more with the same – or less? In the course of 14 different keynotes, panels, and breakout sessions with peers, participants learned how world class sales organizations are meeting this challenge and shared their own dynamic approaches to multiplying the reach and impact of their sales forces.
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Making Sales Time Your Strategic Advantage:
An Alexander Group/Columbia Business School White Paper.
This whitepaper draws on The Alexander Group’s 2006 Executive Roundtables (“Topic Groups”) on “Making Sales Time Your Strategic Advantage.” A total of 80 executives participated in 10 Topic Group (TG) sessions in which they shared their objectives, challenges, and solutions around increasing the quantity and quality of sales time in their sales organizations.
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Chief Sales Executive Benchmarking Survey:
Growth Trends In 2006
Each year AGI surveys top sales executives from leading companies about their growth ambitions and obstacles for the coming year. This survey summary, edited by Gary Tubridy, Senior Vice President of The Alexander Group, offers insight into how top sales executives plan to grow their business in 2006.
Click here to request your copy and participate in the 2006/2007 edition

Chief Sales Executive Forum: 2005 Retrospective
Each year we capture the high points of the annual Chief Sales Executive Forum in our highly-regarded publication, Retrospectives. The 2005 edition, edited by Gary Tubridy, Senior Vice President of The Alexander Group, describes the eight ways in which the world class sales organizations represented at the Forum manage their organizations to produce consistent growth. This issue includes overviews of speaker presentations from IBM, Best Buy, Oracle, UPS, Cisco, Lexmark, Xerox, AT&T, Lucent and more.
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Chief Sales Executive Workshops: 2005 Summary
Last year saw the launch of our annual Chief Sales Executive Workshop series. Sessions held in San Francisco and New York focused on the Art of Sales Force Transformation, emphasizing how leadership uses planning, programs and processes to move their sales organizations in brand new directions. This publication, edited by Gary Tubridy, Senior Vice President of The Alexander Group, summarizes observations from keynote speakers and roundtables and includes insight from IBM, Cisco, FedEx, BMC and more.
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Topic Group Digest
AGI conducts four to five Topic Group series per year. In these we explore topics of interest to our clients, such as Maximizing Sales Time, Launching New Sales Strategies and more. After each series, we summarize key findings (based on input from 40 to 60 leading executives) in our Topic Group Digest. The latest edition is on Maximizing Sales Time.
Click here to sign up for the topic group program and receive your copy of Maximizing Sales Time

Compensating The Sales Force: A Practical Guide
to Designing Winning Sales Compensation Plans
Sales compensation has an immense impact on sales performance. Written by Dave Cichelli, Senior Vice President of The Alexander Group, this book provides practical guidance on how to assess, design and implement highly effective sales compensation programs. Written in a “how to” style, it is filled with examples, illustrations, tools and practical guidance. Mr. Cichelli’s book can help you get the most leverage from your sales compensation program.
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Why Measure Sales Time?
This white paper by Dave Cichelli, Senior Vice President of The Alexander Group, offers perspective on why sales time is so valuable and tips on how you can measure it.
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Optimizing Strategic Account Coverage & Organization
This article by Linda Mahoney, a Vice President with The Alexander Group, summarizes key findings from the 2005 Strategic Accounts Productivity Survey conducted by AGI for the Strategic Account Management Association. Key topics include account targeting, organization alignment, sales crediting and incentives, and retention.
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