What’s Ahead for Manufacturing Revenue Leaders

Nov 25, 2018

By far the biggest challenge facing today’s manufacturing revenue leaders is re-orienting customer-facing resources around better-informed, higher value and increasingly more demanding accounts and customers. That’s just one key finding from management consulting firm Alexander Group’s most recent manufacturing study, focused on challenges and initiatives to drive growth through sales, marketing and service functions.

The research validated these five major themes shaping manufacturing revenue models.

Re-alignment of sales forces around highest priority customers

Digital investment

Struggle for talent

Pay-for-performance in compensation

Professionalizing sales operations

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