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Following are the components of a typical Sales Channel Management function. The list is divided into two parts- Strengths and Weaknesses (internal) and Threats and Opportunities (External). Each item in the list, if is in good shape, can be interpreted as a strength OR an opportunity and if it is in bad shape, it should be interpreted as a weakness OR a threat. You will also find some items in success drivers to be part of this list.
Strengths/Weaknesses for sales channel management
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Sales channel management system.
- Average tenure of high-performing sales employees
- Average tenure of indirect sales channel.
- Exclusive tie-ups
- Network and financial strength of indirect sales channel.
- Level of understanding and knowledge of our products and organization with 3rd party distributors.
- The cultural and value system fit of our resellers with the organization.
- Synergy of our products and business model with that of resellers.
- IT infrastructure to support 3rd party resellers.
Threats and Opportunities for managing Sales Channels
- 3rd party re-sellers pushing competitors' products. (T)
- Using the channel partner for servicing and support.
- Providing tools and software support to the channel partner to having stronger lock-in.
- Conflict across channel in terms of selling same products to same set of customers.(T)
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