Sales & Channel Management
Helping clients completely transform their go-to-market model and sales organization by boosting growth, reducing costs, and building best-in-class capabilities.
Axis’s Sales & Channel Management group helps clients in two ways: by improving the effectiveness of their sales investments and interactions with customers; and by simultaneously driving for efficiency in all channels (e.g., face-to-face sales force, inside sales, third-party channel partners) and the associated back office/sales operations.
Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas. Our team consists of several partners and associate partners, and a broader affiliated group of senior practitioners throughout the United States.
What we do
Our approach extends from quick targeted interventions that unlock value (e.g., improving a client’s key-account management program) to more holistic sales transformations focused on architecture, execution, and skill-building opportunities across the client’s entire go-to-market model:
- Optimize return on sales investments
Cutting sales costs without losing revenue is both art and science. Our collaborative approach helps companies gain transparency on the performance of their route-to-market mix while identifying potential improvement areas and concrete ways to achieve them, such as creating lean back-office sales operations.
- Find and capture pockets of “granular growth”
Nearly every company with a dispersed customer base and a large number of sales transactions has considerable opportunity for organic growth if it looks at the right level of granularity. We help companies take a fine-grained view by geography, industry segment, and offerings to find the hidden pockets of growth—including often overlooked small and medium-sized business segments—and then tailor the strategies and approaches needed to capture them.
- Building the high-performing sales force
Today’s big company sales organizations often consist of thousands of people spread across vast geographies. To boost the effectiveness of these far-flung organizations, we help build necessary skills in the organization by providing innovative, hands-on programs that include performance dialogues, train-the-trainer capability building, and a “field and forum” approach for sales managers that combines classroom and on-the-job learning. This component is critical in achieving sustained improvement.
Examples of what we do
- Designed a new go-to-market model for a global paper packaging player, reducing selling, general and administrative costs by 20 percent over 18 months.