Today's business world is challenged by increased competition, geopolitical events, commoditized products/services, and your customers are facing the same uncertainty.
If you sell your products/services through various channels (distributors, resellers, manufacturer's representatives), how can you be assured you are getting the necessary mindshare to maximize coverage? Are you using using a channel compensation structure that may be outdated? Too many or too few channel partners? Should your channels expect performance rebates, shared marketing funds or leads from your advertising?
If you are a reseller, how you can be sure you have negotiated the best possible terms and conditions to be certain your sales and marketing efforts are profitable to your business? Are there obsolete products in your warehouse?
If you sell direct, are you gaining Maximum Velocity associated with your sales and marketing efforts? Are you utilizing a formal pipeline tool? Is your customer portfolio so one-sided that too few customers dictate how your business is operating? Might you actually have customers/clients that have a negative impact on your P&L?
