Sales Channel Management

Effectively manage your sales channels. Explore the sales channel landscape and the variables that impact success, and discover how to map out a profitable and effective plan.

Introduction

• Welcome
• What you should know

1. Surveying the Marketplace

• Reviewing the channels
• Market research: Customers and competition
• Current staffing and costs
• Channel strategy: SWOT analysis

2. Managing the Channels and Investment

• Developing the go forward plan
• Staffing: Hiring the right people
• Sales staff training
• Account visits and visibility
• The necessity of using CRMs
• Working with other departments and teams
• Handling channel conflict
• Customer service needs

3. The Financials and Reviews

• Sales, marketing, staffing costs: ROI
• Forecasting sales
• Key account and channel reviews

4. Next Steps

• Creating a channel marketing structure
• More product lines or expanding services
• New channels and global opportunities

Conclusion

• Summary