Channel Sales
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There are plenty of nice people in Channel Sales roles. They know their product and can position it against the competition. So why don't partner executives really listen to them, why are their results so inconsistent and hard to forecast, and why must sales managers spend so much of their time holding their hands?
Channel Conflict or "The best laid plans ..."
This is the third in our three-part series on reducing channel conflict between direct and indirect routes to market. In Part One Harold Sunata looked at how compensation can be used to reduce conflict. In Part Two Harold examined how Partner Selection, Partner Enablement and Rules of Engagement can reduce conflict even further. In Part Three, Harold explores how company alignment can reduce channel conflict as well as improve overall channel performance.
This is the third in our three-part series on reducing channel conflict between direct and indirect routes to market. In Part One Harold Sunata looked at how compensation can be used to reduce conflict. In Part Two Harold examined how Partner Selection, Partner Enablement and Rules of Engagement can reduce conflict even further. In Part Three, Harold explores how company alignment can reduce channel conflict as well as improve overall channel performance.
Miller Heiman's Leigh Hooker offers her insights on what your channel sales team should look like, and what management needs to do to help foster success.
Industry research reveals that the majority of Chief Executives list 'getting closer to customers' as one of their key strategic objectives. Getting closer to customers was the theme of Miller Heiman's APAC Sales Summit held in Sydney Australia in May 2013.
Philip Moon of Miller Heiman's Channel Enablers division spoke about getting closer to customers with and through indirect channels.
Change Management is one of the hardest initiatives to achieve in any organization. Miller Heiman's CEO Sam Reese shares his thoughts on why sales organizations struggle to change.
Anna Johnson of 'Channel Management Insights' sat down with Bill Griffin, vice president of worldwide channel sales for Autodesk to discuss their global deal registration program.
Philip Moon examines the role of the Channel Account Manager in establishing trusted business relationships with channel partners. How does trust drive business outcomes? What are the characteristics of partnerships with a high degree of trust? What behaviors undermine or destroy partnership trust?
Technology and the cloud are changing the channel more rapidly than in the past. Combined with greater global competition, the need for strategic channel design that aligns your overall competitive strategy and performance objectives is imperative.
This is part two of a three part series on reducing channel conflict between direct and indirect sales teams. It might be helpful to read Part One first if you haven't already.
In Part One, we saw how proper compensation is a vital component in driving sales and the desired level of field alignment between direct and indirect sales teams. But compensation alone does not solve all channel conflict. If that were the case, all you would have to do is copy a successful comp plan, pass it out, and all your troubles would magically disappear.
In Part Two we look at how Partner Selection, Partner Enablement and Rules of Engagement can reduce channel conflict even further.
In Part One, we saw how proper compensation is a vital component in driving sales and the desired level of field alignment between direct and indirect sales teams. But compensation alone does not solve all channel conflict. If that were the case, all you would have to do is copy a successful comp plan, pass it out, and all your troubles would magically disappear.
In Part Two we look at how Partner Selection, Partner Enablement and Rules of Engagement can reduce channel conflict even further.
Channel Enablers is proud to announce the launch of a new advanced training program for mature channel sales people who lead and manage key partnerships to achieve mutual revenue growth by working with and through other people.