Sales & Channel Management

Tersus Strategy has deep expertise across a variety of capabilities that help executives more effectively run their sales operations and execute their channel management plans. We help clients develop channel strategies by evaluating channel economics, developing customer segmentation and developing market projects to optimize channel programs. Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts.

We build scoring models to measure performance of the channel members across multiple parameters. Scoring is best done within clusters or peer groups, so that the relative scores truly reflect over or underperformance given the peer group. Channel scoring models can also extend into leaderboards and rankings that help motivate the channel to perform better.

Our sales and channel management offerings include:
  • Sales force effectiveness
  • Portfolio management
  • Channel management
  • Key account management
  • Back-office efficiency