Consulting Services and Solutions

Sales

Channels and Resources

The characteristics of your sales team need to be reviewed on a regular basis. The review should note any changes there have been in the market, in the sales activity, with the customers, etc. to ensure that you have the right people in the sales team and they are pursuing the correct sales activities.

This also applies to the selection, management and continuation of your marketing channels. It is of no use relying on one of your sales team to find, contact, hire and manage a channel partner, it requires a strategic decision, a multi-discipline selection team and the monitoring of the activities of the channel partner to assess that the partner is playing a full role in developing your business.

Changes within the market place may make old habits outdated and cost you valuable turnover – for example the decrease in costs related to doing business over the internet may mean further changes in an organizations sales force or channel partners.