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.

Part II The Territory & Quota Management Revolution

OpenSymmetry

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. This shift if critically important for three key reasons: Improved flexibility in defining and modeling of Territory and Channel structures.

Trending Sources

CPQ Facilitates Multi-Channel Selling

Cincom Smart Selling

Multi-channel selling presents many challenges to sales and marketing managers and strategists. Isn’t this sale encroaching on another seller’s territory? And, the more diverse and numerous your sales channels, the more likely you are to encounter some or all of these problems. How Does Configure-Price-Quote Help Manage Multi-Channel Selling? Configuration Software and Multi-Channel Selling. Pricing Automation Software and Multi-Channel Selling.

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.

Here’s What Every Business Should Know about Multi-Channel Sales Management

Cincom Smart Selling

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. If you currently manage a multi-channel operation, you know how naïve this statement sounds.

The Criticality of SPM Technology

OpenSymmetry

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

ROI 20

What Are the Real Inhibitors to Effective Selling in Your Organization?

Dave Stein's Blog

There are imbalanced territory assignments and/or sales channels. Buyers Channel Management Compensation Inside Sales Leadership Methodology Sales Enablement

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder.

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.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. You can find me on most social channels, but I’m most active on LinkedIn.

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%). “I just don’t know how to motivate them”, the head of Account Management complained.

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.

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. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function.

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.

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.

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.

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.

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.

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 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.

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. They are accountable for a customer and territory.

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?

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.

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.

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.”

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. That’s me with Sassy.

Vendor 102

Is Anyone Leading Lead Management?

Pointclear

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.

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. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function.

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.

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

Pointclear

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.

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…”). Recently.

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.

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. Yesterday, we ran an Expert Panel with a client’s top performing reps and managers.

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

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. There’s a lot written about building Personal Brands.

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 ! Sales Tips: How to Setup Your 2015 for Success.

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. Zamboni clears the ice.

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?

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. Build feedback loops that are multi-channel.

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?