Sales & Channel Management

The need to master multi-channel sales and marketing is a growing requirement for many companies seeking to grow. In the B2C world, customers ask for greater value, complete and customized buying experiences, and will switch suppliers and channels if their needs are not given “proper” attention. B2B companies, on the other hand, need a comprehensive sales strategy and management approach to determine the types of alliances and channel partners required to meet their and the end user’s goals. This should include monitoring channel partner performance as well.

Sales Executives face many questions as they reevaluate their selling strategies:

• Which customer segments should we cover and prioritize?
• What do we want the sales channels to accomplish? Grow revenues, market share or profit margin? New product introduction or cross-selling?
• Which channels should we use to retain our existing customers and which channels to acquire new customers?
• What is the most cost-effective mix of sales channels and sales teams to optimize market coverage?

• What is the optimal salesforce size?
• How can we reduce selling costs?
• How should we segment our partners and determine the program benefits we offer to each segment? How should we segment our channels and determine the program benefits we offer to each partner?

There are many such strategic sales questions. Within Sales & Channel Management, we cover a range of topics:

• Sales Strategy
• Sales Process
• Channel Management
• Distribution Models in Multichannel Environment
• Sales Force Design
• Sales Force Effectiveness

StratejiLab has extensive global experience to manage channels and increase sales. Our Sales & Channel Management solution offers our clients how to effectively manage within and across channels: identify the right channels to most cost effectively reach your target customers, determine key investment areas and deal with channel conflicts.