Channel Management: How an “A” Channel Partner Turned in a “C” Scorecard
Channel Management: Posted by Drew Zarges on Thu, Jul 26, 2012
Channel Management: We see it in Sales Organizations and Golf Tournaments. An unexpected event occurs, whether it’s a lost blockbuster deal that was at 95% forecast, or an errant drive into the woods. Suddenly the goal – making the number or a major victory – is threatened. Panic sets in. Process and cadence are thrown out the window, and a fiasco unfolds before our eyes.
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Consider the case of “Cloud Systems Installation”*. CSI was the crown jewel in a Vendor’s channel partner program, and had consistently hit the top tier revenue mark to receive the biggest discount and bonus compensation for the sales team. Then, three quarters ago, a mega-deal guaranteed to close fell through. It crushed management’s hopes of hitting the quarterly number. However, instead of accepting the set-back, the team readjusted priorities and pushed to make the number. The results: they missed that quarter’s quota, then followed it with their worst quarter in 3 years. Why?
Sales Reps Pushed Customers Through the Sales Cycle
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