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Sales & Channel Management

We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth.

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 more than 80 partners and associate partners, and a broader affiliated group of more than 150 senior practitioners worldwide.

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.
  • Align sales channels in a omnichannel world. Customers are increasingly moving across all channels to get what they want. Some of them demand increased services for certain transactions while others prefer low-touch, 24/7 interactions. We help companies form effective selling strategies in all channels from key-account management to digital sales to indirect channel partners. Clients base these strategies on precise assessments of channel performance, channel economics, and customer preferences.
  • 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 our work

  • worked with a global high-tech company to redesign its sales model, boosting productive field seller time by 25 percent and reducing cycle time and errors in sales support
  • helped a retail bank improve salesforce efficiency, leading to a 20 percent sales increase and 40 percent more cross-selling by tellers in the first two months following the engagement
  • designed a new go-to-market model for a global data communications player, reducing selling, general and administrative costs by 20 percent over 18 months

FEATURED EXPERTS

Isabel Huber

Partner, Munich

Jan-Christoph Köstring

Senior Partner, Munich

Steve Reis

Senior Partner, Atlanta

Jennifer Stanley

Partner, Boston

Featured capabilities

Sales Growth Analytics

Take a data-driven approach to growing accounts and capturing high-value leads

Sales Growth Diagnostics

Accurately assess and improve your sales and marketing performance to accelerate growth

Go To Market Optimization

Bring science to your sales organization to increase sales productivity and drive growth

Impact Story

Transforming a national sales force in record time

A rapid transformation program helps the dispersed sales force of a direct-services company increase lead-conversation rates by 20 percent.

Related Insights

McKinsey acquires S4G Consulting to help businesses ignite growth

– With S4G’s technology expertise and Salesforce know-how, McKinsey delivers AI-powered capabilities to help companies better meet customer needs and accelerate growth.

B2B sales: Omnichannel everywhere, every time

– Our latest B2B Pulse research shows how the shift to omnichannel has permanently changed sales and suggests what companies can do to adjust.

By the numbers: What drives sales-growth outperformance

– New data reveals that outperformers are ahead of the pack where it matters in insights, agility, talent, and tech.

A shift to digital: How COVID-19 has changed selling models

New go-to-market models, developed in response to shifting B2B customer preferences, are unlikely to disappear after the pandemic.