Route-to-Market

We help clients in every industry design comprehensive route-to-market strategies based on a deep market knowledge and an understanding that a unique product portfolio demands a unique approach. Whether you sell products with your own salesforce or through channel partners, you can step up your performance by making data-driven choices for every product, every territory, and every type of purchase your customers make. 

An effective coverage model demands clearly defined sales roles. From generalists and specialists, to sales and business development reps, the wide spectrum of sales talent calls for equally varied expectations and incentive structures. Add your industry subject-matter experts and sales support professionals to the mix, and it becomes an art and a science to harmonize your team. We can show you how to get it right, both inside your operations and out in the field.

We’ll help you determine the sales roles and territory design that will give you the best chance of winning new business. Starting with a deep analysis of customer buying centers, we’ll align your salesforce with the most opportunity—including customers you don’t yet serve. And we’ll help you decide where to expand in-person sales efforts and where a virtual approach (e.g. touchless e-commerce) or a channel play makes more sense.

You’ll achieve new levels of accountability throughout the sales cycle, and develop a clear understanding of offering life cycles, buying behaviors, and customer economics. You’ll have systems in place to ensure that you’re never pushing your best people beyond their capacity. Instead, you will train them and motivate them to give their best performance.

Our teams collaborate with clients across a wide range of industries, helping them solve their toughest challenges. We bring a range of proprietary analytical tools and data sources, and a global view of business trends based on decades of experience. Let us show you how the right route-to-market strategy can elevate your sales performance.