Marketing & Sales Service Offerings
A company’s sales force is critical to success. Customers must be targeted effectively and efficiently. Coordinated processes, systems, and structures are essential to ensure seamless interfaces across the organization. Account management, best practices in selling, appropriate tooling, structural alignment (selling / customer service / order taking), and reinforcement (via metrics, incentives, and compliance), all supported by a strong sales management and leadership infrastructure, strengthen and support fundamentals.
How well a sales force sells depends on many factors, such as the size and organization of the force, its skills, compensation and incentive programs, the tools and support available, and how the sales people approach the customer. This service offering provides analysis and advice to help clients improve the performance of their sales force.
Booz & Company’s channel management service offering helps companies optimize the route to the customer. Commoditization of products now places a premium on achieving differentiation through channel strategy. Customer-centric strategies that tailor product and channel offerings to customer segments are often among the most effective differentiators. Therefore, channel planning and management must be based on customer segments and channel economics to maximize revenue and minimize distribution cost. Successful companies regularly monitor changes in customer purchase and ownership requirements and, when appropriate, adapt channel strategies accordingly.
Many maturing industries face formidable change in their distribution systems. Emerging channels cannibalize existing ones, creating conflicts and driving up cost of sales. Organizations must develop a comprehensive strategy based on the shift in business models and the behavior of their customers. Properly managing channels and identifying the best customer-to-channel mix is critical. Each channel demands a different approach from suppliers. Booz & Company’s channel management service offering helps clients ensure that they take the right approach.
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