What Sales Managers Need to Know to Support Channel Sellers
Miller Heiman Group
OCTOBER 24, 2019
Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Here are three ways sales managers can better support their channel sellers by cultivating better relationships. For Travelers Insurance, like many companies that sell through a channel, standing out from the competition is difficult.