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Channel Matters Blog > January 2014
by Rich Blakeman
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At the end of the day, we hire channel account managers (CAMs) for the same reason we hire a direct sales force – to bring in revenue. But, how you manage these salespeople in pursuit of that goal is distinctly different. Here are 3 key ways managing a CAM is different from managing a direct salesperson.
by Geoff Wright
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Key Performance Indicators (KPIs) are those wonderful little metrics that every sales manager uses to make sure his or her team is headed in the right direction. They’re as essential as the points on a compass to ensuring the team is moving toward its objective.