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Channel Matters Blog > January 2015 > The One Thing That Will Improve Channel Sales in 2015

The One Thing That Will Improve Channel Sales in 2015

by Rich Blakeman
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The start of a new year is always a fun time. Hopefully, everyone took the time to celebrate the successes achieved in 2014. As for the targets we didn't reach, the clock has been reset. It's time to start fresh. 

 

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 almost endless: 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. 

 

Make 2015 the year you segment your channel. 

 

No, I'm not talking about vertical segmentation—although that could be important for you. I'm not even talking about volume vs. niche partners, despite the focus we've placed on this topic in recent posts. I'm going back to the basics: AchieversBelievers and Deceivers. 

 

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I've worked with some organizations with fairly deep pockets, but not a one of them has ever had a budget that outpaced their ideas. Those of you with shallow (or empty) pockets are even more challenged. Focusing your resources on those partners who warrant them is one of the best—and one of the easiest—things you can do to get off to a great start in 2015. 

 


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