Sales & Distribution

This section endeavors to address on how one can apply Execution-MiH in Sales and Distribution. Sales & Distribution management starts from generating leads and ends with making a sale. Sales cost, sales channel, sales compensation, sales processes and sales volumes have to be managed collectively to give an expected sales performance.


Sales cost and profitability management

Sales cost to revenue ratio is one assumptions behind profitability projections. Minimizing the cost of sales while staying within assumptions boundaries is must.

Sales Campaign Management

Sales campaign is bet, where organization deploys a fair degree of band-width to gain a business advantage. Apart from immediate benefits, a sales campaign produces long-term value which includes new insights on customer behavior. A note of caution- an organization should use a sales campaign as an opportunity and to maintain its visibility. However, it should not become over-dependent on sales campaign and maintain focus on building long term sustainable capabilities to achieve results in 'business as usual'.

Sales Process Management

Sales process covers the effectiveness and efficiency of a sales process. Sales numbers can be flimsy if they are not supported by a robust sales process, helping company to build a long lasting brand.