Selected Approach
Hybrid Sales Strategy Formulation Framework
Strategy & PrioritizationThis framework classifies customers by importance and visit cost to optimally balance the use of in-person and online negotiations.
This is most suitable because it clarifies the criteria for introducing online negotiations to address the challenges of reducing travel time and securing negotiation time.
Identification of Key Customers and Customer Groups
Organize current assigned customers and identify the main customers or groups to be analyzed.
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Key findings from this step
Evaluate customer priorities
Organize customers along two axes—contribution to sales and the burden (cost) of visiting—to determine the direction of the sales style.
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Define the ratio of sales methods
Determine the optimal combination of in-person visits, online meetings, and phone calls for each customer segment.
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Formulation of specific route plans and transition targets
Based on the visit policy decided in Step 3, we will formulate a weekly route plan feasible for field operations and specific targets for reducing travel time.
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Key findings from this step
Summary and Next Steps
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