Sales & Channels

Expertise

As (end) markets, customers and sales channels experience very dynamic change, companies' sales organizations are challenged to push hard to achieve corporate goals while safeguarding sustainable business relations with customers in parallel.

Several crucial questions have to be answered:

  • What targets have to be met by the sales team and the channels? Which KPIs have to be pursued (revenue increase vs. market share gains vs. margin optimization)? What is the right balance between selling traditional products and introducing innovative products to the market?
  • Which customers should be addressed (i.e. should the company safeguard traditional customer loyalty or acquire new customers or realize cross-selling potential)?
  • What is the optimum channel mix (traditional vs. new channels, e.g. online)?
  • What measures have to be taken in order to increase overall sales productivity?

References

  • Formulating a new organization structure for a mechanical engineering company with a focus on the sales functions
  • Developing a concept for the integration of various distribution channels aimed at increasing distribution efficiency
  • Assessing the distributor network of a potential cooperation partner in China
  • Elaborating and implementing a new sales organization (structures, processes, IT, segmentation, product/market strategy, logistics) for a manufacturer of metal cutting tools
  • Reorganizing the sales system for a component manufacturer