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At this time of year, I often get asked, "What's the one thing we can do to improve our channel sales this year?"
The list of actions organizations can take is long and varied: market mapping, better territory planning, improving hiring profiles, more comprehensive onboarding of channel managers and partners, targeted compensation plans. … However, when pressed for the ONE thing, I don't have to think very long to come up with an answer. Most of the time, I don't even need to know much about your situation. The answer is the same for almost every channel leader I talk to.
This time of year, I get a lot of calls from potential clients with one thing on their mind: improving forecast predictability. Yes, they want to generate more opportunities. They want to improve velocity at every stage of the sales cycle. They want to be better closers. But most of all, they want to improve forecast predictability. Perhaps it's because so many of them were so far off the mark in 2014. Continue Reading
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