Improving the Sales Organization’s Change Readiness


Many companies underestimate the change challenge and respond only tactically with the emphasis being on a quick response to a challenge often seen through rushed amendments to the incentive plan or hiring new people. Meeting the Change Readiness Challenge.

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own


In some cases, distributors also provide training, technical assistance and other kinds of support to channel resellers. Extra Incentives. And sometimes, the extra incentive is old-fashioned swag like tickets to special events.

7 skills you’ll need to become a sales manager

Mentoring individual sales reps and administering incentive programs. If a candidate doesn’t prepare enough ahead of time to have a case study they can proactively bring up during their interview, how can you expect them to show up prepared and ready to close their first presentation?

Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

And that action of leading by example, even without any official title or position or monetary incentive, caught the attention of other leaders and managers and prompted my move into a more strategic management role. I was delivering our case-studies book and realized it may not be enough.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

A Case Study-. But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition. Constantly invent new sales or partner incentive programs. Channel Strategy: Building a Sustaining Partner Community. -A