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Channel Matters Blog > March 2012 > More Feet on the Street!

More Feet on the Street!

by Global Administrator
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Target Audience
This presentation is relevant to field sales executives who want to leverage channels to achieve the sales target – and channel sales executives responsible for reaching an indirect sales number through a scalable, repeatable channel program. I may also be of interest to other partnering professionals including channel or alliance sales and marketing, business development managers, high-tech executives, and other interested parties.

Discussion points for this event included:

  • Moving away from overlay quotas
  • The ‘territory manager’ role
  • Changing roles and responsibilities
  • Sales management challenges
  • Transition issues
    • Partner recruitment and enablement
    • Territory design
    • Compensation and measurement
    • How will partners respond?
    • Training
  • Managing the change
  • How channel enablers can help
Last modified on 2/27/2014 2:59:47 PM
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