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
Struggle for talent
Pay-for-performance in compensation
Professionalizing sales operations
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