Sales Channel Transformation

Typical Scenarios

Businesses often have a number of new market opportunities to exploit (both geographically and product focused) or are having difficulties in fully exploiting their existing business opportunities.

As such CCL's clients have been keen to determine how they can effectively exploit these opportunities by transforming their route to market and redefining how their sales operations and channels function.

Although most businesses have a sound knowledge of their market opportunities and business proposition they often struggle to achieve the results that they would expect. By engaging CCL they have benefited from independent and experienced guidance, which has assisted them in growing their business and in particular has been invaluable with regard to the redefinition of their sales channel(s).

  

Typical Sales Channel Transformation Project

A Sales Channel Transformation project has the objective of establishing the following:

  • A high-level business review to ascertain and quantify the principal business opportunities
  • A high-level review and documentation of the business capability, the features and benefits offered, the critical determinants of success and a critique of the client's current sales proposition, sales channels and business development methodology
  • The key characteristics and receptiveness of the prospective market for the client's products and services
  • A detailed review of the company's current and planned sales channel operational activities, organisational structure and processes
  • A review of the appropriateness of the business infrastructure and channels(s) in place (and planned) to adequately support the projected growth
  • To review and quantify the current cost of customer acquisition and to estimate as the business grows what the marginal cost of adding customers/clients will be by sales channel
  • A detailed review of the company's current and planned customer services activities, organisational structure and processes
  • A detailed review of the company's current and planned organisational structure and sales channels to support the development of its new geographic or vertical market expansion plans
  • The determination of the most appropriate model for each sales channel. The model would consider potential sales methodologies, organisational infrastructure, appropriate/practical operational methodologies and processes, channel partner management/recruitment/selection, product lifecycle and commercial considerations and establish a sales channel action plan

Consultancy Resource

Alongside its core and extensive IT skills, CCL has consultancy resources that embrace specialist skills from Human Resources, Sales, Marketing, Operations and Finance functions.