Impact & Expertise

Sales & Channels

In many ways, sales professionals are the face of the company. They are responsible for both ensuring that customers are well supported and focusing on targets in the most efficient and effective manner. However, these tasks are becoming more challenging as customers, channels, and markets evolve rapidly. Senior executives face many questions as they reevaluate their selling strategies: 

  • What do we want the sales force and channels to accomplish?

  • How can we optimize our sales and distribution approach to align with shifts in our markets, customers, and competitors?

  • How can we improve our performance with our largest, most complex global and strategic customers?

  • How can we improve our performance in “multichannel” environments?

BCG’s Sales and Channels experts work with clients to create competitive advantage through the optimization of sales channels and sales forces. We achieve this by developing clear, customized strategies and specific implementation tactics.  Read More 


More on our Experts

Impact Stories

  • Multi-Channel Strategy for a Major Retail Bank
  • See how BCG helped its client improve an existing multi-channel sales model.
  • read more
  • Business Transformation Strategy for a Media Company
  • Discover how BCG supported a large Asian media company in a print-to-online transformation.
  • read more
  • New Multi-Channel Operating Model for a Financial Institution
  • Learn how BCG helped a financial client transform its traditional banking business into a leading retail network across multiple sales channels.
  • read more

The Premier Thought-Leadership Resource

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Sales & Channels Publications

  • Jump-Start Growth by Sharpening Sales Force Focus
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