|
Sales & Channel Strategies
An
Effective Sales Channel Strategy Will Outline the Best Methods for Reaching Targeted Consumers
A
key determinant of your success in Consumer-Driven Health Care is how you will bring your service or product to market. Directed
Health will work with your organization to create a channel strategy to address your particular situation
in order to best manage the channel and sales personnel effectively and gain revenue quickly.
Explore
channel alternatives for direct vs. indirect, single vs. multiple channels, vertical vs. horizontal growth Determine whether new channel development poses any risk to an existing business
segment Establish qualification criteria for
selecting optimal channel mix and dealers/distributors Identify
and establish strategic alliance partnerships Implement
plans for effective business partner management Negotiate
distribution agreements
Grow,
manage, and optimize sales operations and processes of sales and marketing resources Identify
key in-house and outsourced sales capabilities Sales force development, hiring and training Evaluate
options for sales force improvement Sales force scale-up and design Compensation and incentive programs
Consultative
and Solution Selling Techniques Sales staff training of customer-focused selling approach Emphasize selling of solutions
rather than products Improve listening and ability to converse situationally Educate salespeople to first ask relevant questions Create atmosphere that makes
customers want to buy
Business Coaching & Mentoring Engage in an ongoing review to enhance executive
and business unit performance Serve in role as a catalyst, sounding board and score keeper Establish an independent, supportive view of where you are and where you
are going Introduce
periodic coaching sessions for facilitating goal achievement
|
