> Sales Performance Journal
Sales Performance Journal
Taking Control of New Growth Initiatives
Collision vs. Collaboration – The Changing Relationship of Direct and Channel Sales
Many indicators show that there is increased pressure on direct sales forces to meet some portion of their quotas through the addition of selling through channels. This addition can present challenges. Part of effective channel sales is releasing that elusive illusion called “control.” A channel sale is about the customer, not about taking credit. It’s about communication through the channel, not controlling it. Understand that you might be a part of a larger solution, and that requires a willingness to work together.
The Funnel is the Foundation
William Clark, one-half of the famous Lewis and Clark duo who led the Corps of Discovery expedition across the country to the Pacific Ocean, did not make that map by recording how far they had traveled. He looked ahead to assess how far they had to go. Instead of waiting until the end of the day, week or month to measure the progress that had been made, Clark kept tabs as they went. Sales funnel reviews that take place on a frequent and consistent basis provide the best opportunity to effectively impact and predict performance and results.
Miller Heiman Research Institute: Strategic Themes for 2014
As technology advances and customer management strategies mature, the next level of data transparency will provide sales leaders with unprecedented insight to complement their judgment when making decisions. Getting to this next level of transparency will required the coordinated efforts of sales operations, training and enablement teams supported by the next generation of sales technology.
Get this Journal