No marketing area is continually changing more than sales and channel management. With the proliferation of new sales channels and internet-enabled selling, most companies have the opportunity to transform their selling organizations. Our experience shows that a lower-cost sales function and improved customer service can drive incremental revenue.
S2 Thinking Partners ’ approach to sales and channel management improvement takes into consideration rapidly changing customer needs, evolving technology, selling models, multiple channel management, sales force and manager skill building, compensation and organizational issues, and innovative go-to-market strategies.
We work with clients to develop the right go-to-market strategies, tailored for each customer segment. These strategies frequently involve selection of the right mix of selling models (consultative versus transactional) and selling methods (face-to-face versus technology-enabled).
In conjunction with the go-to-market strategy, we design an implementation plan that takes into account the roles, skills, capabilities, forecasting, performance effectiveness, and compensation changes required for the client’s success.
Using this approach, we have helped clients from a variety of industries achieve lasting improvements with their sales and channel strategies. We provide an opportunity to benefit from the proven experience of senior executives without adding to your headcount.
Questions worth thinking about
- Are you pursuing top line or bottom line growth?
- Is the sales force less qualified than during previous successful times?
- Does the sales force know the customer’s strategic intent?
- Does the executive team have significant customer relationships?
- Do you know how competitors are planning to take business away?
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