Services
Strategy
Sales
Channel Design
Effective sales channel design involves more than just getting products
or services from company to customer. Like most elements of your
business operations, it offers numerous chances to improve revenue
and profitability. The properly chosen sales channels serve targeted
customer segments, maximize sales, minimize cost and provide companies
a competitive advantage.
RSI’s
sales channel design services are effective in bringing valuable
distribution channel facts to the surface. Almost all businesses
encounter issues with developing or maintaining efficient sales
distribution channels. Sales channels have to be redesigned or equipped
with new types of incentive programs or enhanced with new training
seminars.
Perhaps you
are entering a new market or introducing a new product. RSI will
help you redesign sales channels, whether you sell through a direct
face-to-face sales force, telemarketing, email marketing, wholesale
distributors, value added resellers, or a hybrid distribution channel.
We take into account a company's value proposition and overall channel
strategy. By analyzing how important different channels are to a
company's total revenue, competitive positioning and profits, we
prioritize channels for enhancement.
With customer
needs in mind, RSI helps redesign channel structure and management
to enhance sales and profits. We work with you to solve these common
issues as well as complex issues. Common sales force issues are:
incorrect compensation plan, channel conflict, and frustrated customers.
RSI will map
the type of sales against the adoption lifecycle. During this process,
we will review sales success and the cost of sales benchmarked against
industry standards. We suggest our analytical-based framework be
piloted, in different regions, if appropriate, prior to the sales
model being introduced across the entire organization. We prefer
this approach to the traditional ”gut feel” approach.
We hope you do as well.
Please contact
us for an evaluation.
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