Commercial Excellence Consultancy > Sales

Our Capabilities - Sales

+ Sales Force Effectiveness

 

Sales Force Effectiveness

We help clients improve and accelerate sales performance by ensuring that the right processes and enablers are in place to maximize the commercial team’s effectiveness.

  • Sales and marketing processes need to align with the customer strategy and go-to-market model throughout the sales cycle to realize sales gains.
  • Sales enablers, such as the compensation scheme for the team, key performance indicators, systems and tools, and training programs, must also be established to ensure that the sales team has the best support.
  • We advise and support management teams on establishing the right infrastructure to root out sales productivity drains, align incentives and, ultimately, drive sales growth.

+ Route to Market

Route to Market

We work with clients to define the optimal go-to-market strategy and commercial organization that will deliver against their revenue growth or profit improvement objectives.

  • In both nascent and mature markets, companies need to make complex choices around their go-to-market strategies, considering both direct and indirect models.
  • In nascent markets, the relevant channel infrastructure may not be available, and a business may need to invest independently or in partnerships to build new routes to market.
  • In mature markets, the distribution landscape may be evolving or consolidating. A business needs to carefully select the go-to-market and commercial model that would effectively and efficiently get its products or services to customers while allowing the business to capture the maximum value across the distribution

+ Channel Strategy

Channel Strategy

 

Channel Strategy

Making the most of your channels by being in the right places in the optimal way. We help you identify the right channels — including emerging digital ones — to maximize profitable reach. For example, we work with you to:

  • Identify customer segments and the channels they use in the customer journey
  • Evaluate the economics of communicating and selling through each channel
  • Assess risks and opportunities of a particular channel
  • Determine the most effective ways to reach and serve each channel
  • Create the mix of products, services, pricing and promotions that appeals to each channel
  • Design programs to encourage the highest possible channel performance
  • Map out processes for managing channels and resolving channel conflict
  • Adapt channel strategy to changes in the marketplace
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