Are your account teams creating real value for your brand or simply acting as messengers of outrageous customer demands? Are you leveraging advances in technology to constantly realign your sales and channel footprint towards what works and is cost effective?

Customer Teams : At the end of the day, for many businesses, the brand goes to market through the feet on the ground. Unfortunately, sales personnel are often neither strategic nor brand oriented. We use a pragmatic and road-tested methodology for turning your account teams into customer leadership teams. They develop thoughtful tactics for creating measurable value for customers and sharing fairly in the increased returns.

Sales and Channel Footprint Design : Customers have been downsized over and over and have little time for the army of reps that calls on them. We help you figure out how to combine sales reps, direct marketing, and the Internet to touch customers at the right point of the acquisition and development cycle. We figure out the role of distribution and the scale of the network you need to effectively take your brand to market.

Sales and Channel Effectiveness : Even for a given sales and channel footprint there is much you can do to improve performance. We help you better align your sales and distribution incentives to your brand imperatives and growth plans. We help you organize and set benchmarks for the go-to-market sales processes.