Whether your company only sells through distributors, value-added resellers (VARs) or contract reps, or you just use channel partners to reach territories or markets out of reach of your sales people, or you use some combination of channels to make your business happen, most companies get less from their channel partners than they hope for. Managing the performance of your own employee sales people is tough enough, but managing a sales force with no real management authority has it's unique challenges and hope is not a strategy.
This webinar will share:
A diagnostic checklist and strategies to increase control of channel partner performance and the 14 questions you should answer about each current or prospective channel partner
The knowledge, skills & abilities of an Effective Channel Manager