Empowering channel partners to drive sales growth in 2020 – Part1: Motivation
You may have already designed strategies for sales, profit and market share target achievement for the year 2020. Increasing sales by expanding the numeric distribution may be one of your sales strategies, but it may not necessarily drive the desired sales growth. While increasing coverage and distribution by getting more channel partners on-board may somewhat uplift the sales, it is important to assess the performance of the current channel partners. If the in-store share has not been increasing, it is possible that the existing channel partners are not being utilized to their full potential.