Sales & Channel Management

L.E.K. has extensive experience working with senior executives to grow, manage, and optimize their sales operations and distribution channels. We help clients develop and implement sales and channel strategies that address both current and future goals. We offer:

Channel Strategy Development
Evaluation of channel economics, customer segmentation, and customer needs that contribute to the development of an optimal channel strategy.

A manufacturing company that had relied on direct sales representatives asked L.E.K. ... more

Sales Channel Configuration & Operations Design
Recommendations ranging from developing a new sales organization to designing a store layout that address the specific requirements of a client's sales and channel strategy.

A company hired L.E.K. to examine the potential for retail services... more

Resource Prioritization
Data-driven approaches to structuring a best-in-class sales force through the optimal allocation of sales and marketing resources.

L.E.K. helped a client maximize the value of its international sales force... more

Performance Measurement and Reward
Design and implementation of compensation and incentive programs to encourage the highest possible employee performance.

A global provider of business services wanted to focus its selling and sales support resources... more

Capability Development
Identification of the key sales capabilities - both in-house and outsourced - that companies need to achieve stated goals and create sustainable competitive advantage.

L.E.K. was hired to assess the sales coverage of a pharmaceutical products supplier... more

Program Implementation
Execution of sales and marketing strategies across the organization, supported by pilot programs that assess their effectiveness.