Sales Channel Strategy & Optimization
Rapidly changing competitive landscapes, challenging economic environment and new product introductions require a keen understanding of customer purchasing preferences and optimized sales channel performance.
Sand Cherry Associates has a proven track record helping Broadband, Wireless and Telecom providers dramatically improve sales channel performance. Our team brings over 20 years of sales leadership, channel management and channel operations experience that create breakthrough sales channel solutions for our clients. Our key Sales Channel services include:
- Multichannel Sales and Distribution Strategies
- Distribution Planning & Roadmap Development
- Emerging Sales Channel Development and Launch
- Sales Channel Performance Optimization
- Performance Metrics and Dashboard Development
- Sales Channel Financial Analysis & Budgeting
Case Study
For a leading U.S. cable operator, Sand Cherry performed an inbound call center sales performance optimization assessment, involving 5 contracted operators and nearly 20 call centers. Our focus was to increase sales productivity across Sales and Customer Care call types, identifying key process and structural improvements — including management reports, performance scorecards, employee training, and compensation/incentives. Sand Cherry developed a new set of reporting metrics and processes which have since been widely adopted across the industry, and our client experienced sales productivity improvements of 50% to 100%.
Meet the experts
Dan Hillen
Sales Channel Strategy & Optimization Specialist
- VP, Alternative Sales Channels, QWEST
- VP, Sales Channel Strategy, AT&T Broadband & MediaOne
- General Manager, Sales, One2One Wireless (UK)
Robert Wharton
Sales Channel Strategy & Optimization Specialist
- Director, Market Strategy Development, AT&T Broadband & MediaOne
- Consultant, International Technology Consultants
- MBA, Wharton School of Business (UPenn)
Rachael Hokanson
Sales Channel Strategy & Optimization Specialist
- Director of Marketing and Sales Strategy, Charter Communications
- Marketing & Sales Manager, EchoStar
- Director of Business Development, RCH Cable Outsourcing Services
