Friday, May 20, 2011

The Extended Sales Enterprise: Channeling Better Results

For organizations that rely primarily or entirely on an indirect sales force via the channel, resellers, distributors, alliances or partners, the de-centralized nature of sales management presents increased challenges in overall productivity. These obstacles represent both internal visibility into and control over channel performance, as well as external-facing support and enablement for both indirect selling partners and the end customers themselves. While Aberdeen Sales Effectiveness research frequently documents the best practices and technology adoption trends among high-performing direct sales teams, are these solutions and approaches equally robust enough to maximize revenue within a larger, dispersed marketing/selling ecosystem? Or instead, are there additional ways in which the channel can be uniquely empowered by the original vendor, OEM or producer to deliver substantial, accurately forecasted sales results?

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