Because distribution plays a key role in a vendor’s channel model, every vendor who is serious about it will have implemented an annual business planning and QBR process with their distributors. But how often do they review their overall distribution model and current distributor capability against route to market requirements?
New research from the Miller Heiman sales best practices study sheds new light on the importance of indirect channels and indirect channel sales skills
The most successful Channel Managers are those who act as virtual sales managers to lead and manage partnerships teams and drive revenue growth. Channel sales revenue growth is about leveraging partner resources, knowledge and skill; it's not about doing all the work for them.Channel Manager coaches need to develop their own personal improvement plans and keep this up to date this as their coaching skills develop. This do's and dont's list may help you focus on some partner coaching best practices.
Channel Enablers is recruiting a U.S.A based Vice President of Sales who will be responsible for growing revenue within the North American region and primarily focused on Information Technology clients.
For those who live and die by the numbers, September is the beginning of either the most exciting or most depressing selling period of the year - it’s the time when sales professionals discover whether they have enough prospects to make their year. Likewise, channel managers discover whether or not they have the right partners in place and begin deciding whether recruiting new resellers should be one of their New Year’s resolutions. For most vendors who sell through channels, partner recruitment can be the greatest point of failure so getting it right often means the difference between program success and a lot of wasted time and money.