| Channel Dimension
Channel is essentially the sales channel, and at its most granular
level it starts from the sales staff/Agent, who is doing the selling.
In this attributes description you can have both the codes and names.
We will give examples in terms of names.
The Attributes of this dimensions are divided across three “Dimension
Hierarchies”. All attributes across all hierarchies are within
the same dimension so that one can move up/down or across the hierarchies.
Granularity
The lowest level of Granularity capture is the name/code of the
sale staff who is involved in the sale. This person is now linked
to various attributes within various hierarchy.
Attributes and Dimension Hierarchies
The attributes of this dimension are organized broadly in the following
hierarchies
Sales Organization Hierarchy and attributes:
Starting from the lowest level sales staff to the manageràSenior
ManageràBranch ManageràZonal ManageràRegional
manageràhead of distribution.
Each level of hierarchy will be equal to one attribute. Therefore
for a sales organization hierarchy (as shown above) going to seven
levels, there will be seven distinct attributes against the sales
person.
Sales Channel Hierarchy and attributes:
This is mostly. The attribute values can be Telemarketing, Direct
Sales Agent, Employee Sales Force, Referral Agent, Direct Mail,
Internet. If one’s world is complex, Direct Mail can have
further split of postal mail v/s courier/hand-delivered mail.
The attributes in this hierarchy will be the Channel Name (Level
1), Channel Name (Level 2) AND Channel Type (Direct Contact, Indirect
contact..)
Sales Office Hierarchy and Attributes
One sale office could have multiple channels and sales designations
and a channel could have multiple sales offices. Sales office essentially
is very similar to “Location” dimension. It starts with
the lowest level of sales office in a city (say) and moves from
CityàDistrictàZoneàRegion.
This hierarchy will have as many attributes as the levels in the
office hierarchy. For example as shown above, the four levels will
have four attributes “City”, “District”,
“Zone”, “Region”
Other Attributes to Channel Dimension
Channel Start Date – When the channel was formally launched
Usage Comments
Sales Organization, Channel and Office hierarchies are used mostly
to assess all the performance parameter linked to sales staff, Channel
and Offices respectively.
There is weft and waft across these hierarchies, and with correct
design one is able to measure sales revenue (say) for a Sales Manager
Joe Walsh in New Jersey branch for referral and telemarketing.
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