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Top 10 Problems with Channel Sales - Don't be Held Hostage

Understanding the Sales Force

Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Channel sales is quite different. Some channel salespeople simply sell to the channel and the channel does all of the work.

Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. The automation of Territory and Quota Management processes onto the next generation solutions, provided by existing Sales Performance Management (SPM) vendors, is what we are seeing emerge in the marketplace. Territory Definition and Modeling.

Your Channel Partners Aren’t The Enemy!

Partners in Excellence

Most organizations have found they need to leverage some form of partner or channel to reach all the potential customers, maximizing their ability to sell and grow. Ironically, while many organizations invest a lot in developing channel relationships–too often, the attitudes within the sales organization are, “They are the enemy.” In the end, through this benign neglect, the channel never quite reaches it’s potential. Channel partners aren’t the enemy! How does your partner and channel strategy and implementation stack up?

Rethinking The Sales Organization

Partners in Excellence

Hire a bunch of people, give them territories with goals and turn them loose to sell. There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. A sales person had a territory and was responsible for selling all the company’s products and services into the territory.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. The Channel Vendor organization added higher levels of commitment within: Business Management. A Case Study-. Phase One.

Channel Management. Harder Than Direct Selling?

Dave Stein's Blog

He’s president and CEO of Channel Enablers, a Australia-based sales performance improvement provider that specializes in channel management strategies and training. He and I see things very similarly when it comes to managing an indirect sales channel in a B2B environment. Dave: So what distinguishes a very successful indirect channel manager? Braham: Yes!!

Why Your Sales Operations Strategy may not be Robust Enough

Babette Ten Haken

I will join several of my sales colleagues in a Sales Experts Sales Summit on Wednesday, March 8 at 11 AM Eastern on the Sales Experts Channel on BrightTALK. Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. That definition seems cosmic, inter-galactic and all-encompassing, doesn’t it?

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Here, out of twenty-one territories, four were empty (19%). Vacant territories, accounting for inbound requests, generated 50% revenues of a staffed territory. “I just don’t know how to motivate them”, the head of Account Management complained.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation. Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company.

Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

Here’s what top producers have told us they look for: Territory with abundant opportunity. Take a look at each motivator: Abundant Territory Opportunity. Top producers demand a fair, equitable and coverable territory. A patchwork territory based on prior relationships raises a red flag. Show the candidate your fact-based territory design methodology with minimal in-year changes, where hard-won accounts do not suddenly transition to another rep or channel. Assess and improve your territory design - use the Territory Best Practices tool.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW.

Sales Checklist: 10 Ways to Keep Yourself in Check Each Quarter

Modern B2B Sales

” or you’re territory-based and you’re convinced that you’ve already sold to every single company in the state of New Jersey. The total addressable market of territories—even mid-sized companies—is tens of thousands of leads. Are you utilizing all of your sales channels or have you defaulted to just sending emails when you could be calling? Goals. Process.

How to Scare Your Top Sales Reps

Sales Benchmark Index

Our territories? Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. It never fails. In nearly every client we hear about the emails and calls. Sales Reps hear through the grapevine about a sales or marketing improvement project. This is avoidable. Our quotas?

How to Find Out What Your Competitors Are Doing That You Are Not

Sales Benchmark Index

Territory Design : Have they realigned territories putting their best people where the most market demand is? Channel partners who represent both products. Using the three secrets revealed: The implications for this company meant examining their sales process and territories. Every Sales VP wants to know what their competitors are doing. Not one thing stood out.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs. The sales organization is into the final run for the year. Physician, Heal Thyself.

HR Saves Sales From the End of the World

Sales Benchmark Index

It’s especially for HR leaders to increase their Sales recruiting channels. Q1 of 2013 is a busy time to refill empty Sales territories. Call To Action Filling those empty sales territories quickly can be done. And if you can’t get a territory filled fast, it’s not the end of the world! This post is for those still here after yesterday’s “end of the world”.

Sales Specialists And The Account Manager, Why Is There Conflict?

Partners in Excellence

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. How they work with account and territory managers, the role each plays in identifying, qualifying, and pursuing opportunities is not defined. The specialists and account/territory managers are left to figure it out themselves–and usually they are too busy to do this. What’s Next?

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory. We have inside/outside/partner/channel sales people. Recently.

Sales productivity – it’s the time, stupid

Sales Training Connection

They change compensation systems and territorial designs. Adding Channels. Increasingly companies are moving to multiple channels. Increasing sales productivity. In 1992 James Carville casually noted – “It’s the economy, stupid.” We thought that Mr. Carville would not mind just one more variation on his theme. They invest in sales training . Sales Training.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. Set territory revenue/unit goals by product. Do your sales reps know what marketing campaigns directly impact their territories? What if there is interest from someone in their territory? This post is written for CEOs whose fate rests on the successful release of a new product in the next 12 months.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Phone, email, SMS and other channels are the lifeblood of inside sales. That’s me with Sassy. Act-On Software. ActonSoftware. Video.

Vendor 102

Is Anyone Leading Lead Management?


Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets. International Channel Management. Sales Channel Management. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. Changes to compensation and territories are under way to fix today's issues. Download the Sales Channel ROI Calculator here. Talent management is a top priority for HR leaders who support sales organizations. Recruiting is critical. But they should. 2014 and Beyond. What about Today?

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

She currently works in a peer territory - not in the one needing an SM. Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. Fill the open territories with the right SM. "Should we hire an external Sales Manager or promote from within?". It depends. Scenario. Hiring Factors.

Sales Tips: How to Increase Your Chances of Achieving Your Sales Goals

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. Ask your salespeople to develop a 2016 Territory Sales Plan.

The Weaponization Of Social Media

Partners in Excellence

It seems that we have taken all that was bad about the old school channels–advertising, the phone, direct mail, email, replacing it with the new, “cooler” channels. We can attack new markets, new channels, all in the quest of increased engagement. If we are to establish that trust, we have to stop the rush to claim territory, but we have to reciprocate.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. In less than 1,000 words, Adam covers so much territory I found myself needing to read this several times through—and as it sank in I found my head shaking up and down in agreement. There was so much great feedback I’ve divided the responses into a five-part blog series.

Staying Ahead of the Sales Clock by Aaron Tolson

Increase Sales

Giving reps a better visual understanding of their territories and a way to plan clusters of meetings ahead of time allows the rep to be more organized and sell more. Aaron was instrumental in a roll-up within Cisco’s channel to create Presidio, Inc, the largest channel partner for Cisco. Yet every day they go to battle with the enemy, the clock! Schedule Planning.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Blog

But when you add sales territories and fairness into the mix, this is far from easy. In CRMs like, you can automatically notify sales people when activity has developed in their territory, vertical market or other criteria that you deem to be important. For lead generation campaigns, I recommend that Marketing or inside Sales sets appointments for the sales force or its channel partner with leads. If you have a large distributed field team, you’re probably already doing this in regional territories. The key is to match readiness of the lead (i.e.,

Building Your Personal Brand

Partners in Excellence

A lot of the discussion about Personal Branding has to do with leveraging Social Channels in building huge networks of followers. Our customers are hanging out in different places now, increasingly in social channels. Ultimately, however, our customers aren’t followers or “handles/id’s” on the social channels. Who are our customers and prospects?

Sales Tips: Time to Sharpen the Ax

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. We talk about their sales process and what they can do to make it more effective; how to conduct a territory prospecting planning session; etc. Sales Tips: Is It Time to Sharpen the Ax? We gain very valuable insights from these conversations. Or, "Do I really need to train my salespeople?"

Why Sales Organizations Fail-Harvard Business Review

HeavyHitter Sales

It is during this stage that the sales model is first established, whether the sales organization will sell directly via outside field salespeople, over the phone with inside salespeople, or through channel partners. “We This may result in moving business from outside sales to inside sales or less expensive partner and distributor channels.   Build Stage Challenges. are created.

A Sales Manager’s Most Important Functions

Empowered Sales

Your territory assignments should be leveraged based on total opportunity and the sales reps’ capabilities; besides putting your best people on the most opportunistic patches, your customers should feel that the rep calling on them has a true affinity for them. Visit the EmpoweredSales You Tube channel for dozens of free sales videos. Zamboni clears the ice. Zamboni.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your Territory Sales Plan is now ! In addition to your individual lead generation efforts and responding to inbound inquiries, do you have any particular growth strategies for your territory? This is the final quarter of 2014.

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

Social Selling activities –Social Selling is the practice of using social media tools to sell more to customers by listening online, circulating content and communicating through various channels. SFA Socialization – Reps need to be able to share best practices across territories, branches and regions. Yesterday, we ran an Expert Panel with a client’s top performing reps and managers.

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You’ve redesigned the territories that sales requested and sales are still down. When sales leaders commit to a new commission plan, to training, to new territory alignment, to sales enablement, to product support, to sales support etc. How do you know the new territories are working? Build feedback loops that are multi-channel. They expect it will be GOOD.

Would You Trash A Multi Million Investment After 18-22 months.

Partners in Excellence

So we have huge opportunity costs: Open territories, while recruiting. Bad performers aren’t maximizing their share of customer or territory. Why do we ignore the onboarding process, wishing our new people good luck as we give them their territory, quota, laptop and passwords? Imagine you are investing in a fantastic sales automation tool. Revenue loss while onboarding.

Guest Post: Agile Sales – converting managers from bureaucrats to coaches

Jonathan Farrington

This kind of data gives managers exactly what they need to make sure that territories are being covered appropriately, and that reps are being as efficient as possible as they work in the field. Communication Channels. Managers can both coach their team, and develop a more complete picture of what is happening in the field through these enhanced communications channels. Author.

Your 2012 Sales Plan

Your Sales Management Guru

4.1.2 Territory definition. 5.1.1 Channel strategy (link to Sales Strategy player). Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan. facing in 2012? • What assumptions are you making about the market in 2012? • What assumptions did you make about your. offerings in 2011? capability in 2011? Still true?

Finding Customers Who Aren’t Looking

Partners in Excellence

Remember, my mantra is that it’s my God-given right to 100% share of customer and 100% share of territory—but it’s my job to find it and earn it. Of course there’s, the other approach too many people take–flooding the channels with so much volume and noise that a person can’t possibly miss what you are shouting about. There’s no doubt that digital media, rich content, search and other technique drive huge demand. Ideally, these create inbound leads which are wonderful for everyone. We have some context in which to engage.