Even the best performers may not cover all of the bases. This is especially true of indirect sales channels. Unfortunately, most manufacturers have neither the time nor the information to know how members of the channel are performing. Moreover, many organizations today are struggling to keep-up with the fierce challenges presented by staff turnover in today s mobile labor force. We use the knowledge gained in Step 2 of our process to do this and identify training issues specifically related to individual performers.
Every successful relationship is based on mutual trust.
The goal of our work is to enable sales and marketing professionals to gain more knowledge, more loyalty, and ultimately more sales from their sales channel partners. An inspired sales channel, properly equipped and trained can be the greatest source of innovation a company can ask for. The ideas, strategies and tactics found in the sales channel can help you overcome obstacles long before they become a problem. This is especially true for international sales where the gap in market development varies widely between countries. The final step in our process is to gather this kind of information from your improved sales channel.