Factfile 26
The implications of the new channel model
Clearly, the new model is here to stay. It is blind to industry, company size and geography. The technology and customer advancements that promoted changes in coverage models are now enabling near constant evolution.
Competitive differentiation will continue to be based on how companies sell, not what companies sell. So, isn?t it time to start covering up your customers and prospects more effectively before they start searching for a warmer bed?
At the Royal Mail there are different tiers of account management depending on the size, strategic importance or potential size of a particular customer. See Cost effective deployment of sales resource across market sectors.