The Sales Channel Development Guide

The Essential Resource for the Sales Channel Manager

A valuable reference tool that provides practical steps
for the design, management and execution of a successful sales channel program.

 

This module contains a step by step process for auditing an existing sales channel organization, process flow and performance.

Module II - Sales Channel Program Design

This module reviews each program component including lead management, rules of engagement and partner compensation.

Module III - Sales Channel Partner Recruitment

In this module, a proven methodology is outlined to identify, attract and retain quality sales channel partners.

Module IV - Sales Channel Partner Training

This module presents a training program addressing curriculum development, platform and training certification.

Module V - Sales Channel Partner Support

This module identifies support resources and processes necessary for a successful sales partner relationship.

Module VI - Sales Channel Implementation

This final module presents a step by step process for placing a sales channel program into action. It defines the Sales Channel Manager position including responsibilities, resource requirements and functional interfaces.

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