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Channel Matters Blog > August 2013
by Geoff Wright
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It's a mistake to assume that just because your Channel Account Managers (CAMs) rely on partners to do the actual selling that they don't need to know how to sell. A BIG mistake.

Channel partners are like any other sales force. Some are born salespeople. Some are a hopeless cause. Most can be coached toward better performance. But as in direct sales management, the best coaching comes from those who know how to play the game.

by Geoff Wright
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Predicting the number of channel partners needed in a given geography or market is an important but difficult part of developing your channel plan. With a direct sales force, all you need do is divide the revenue goal by the average (or expected) output of an individual salesperson. Some salespeople will exceed quota and others will fall short, but by averaging their output, the company should hit goal.