Channel Sales Management is a very different discipline when compared to direct sales, unfortunately, many technology companies achieve their initial success with a direct sales team and them move into the channel, expecting the same management model to work.

Great channel companies know that the sales management process for managing a channel sales team is very different - it has different metrics and a different rhythm of management/rep interaction. Peak Consulting can help you get your channel sales and channel sales management up to peak performance by focusing in on several key elements:

• Channel Sales Metrics - Applying accurate and relevant metrics to measuring both product sales metrics and partner capacity metrics, answering not only the forecast for this quarter but also how well your team is doing at selling the business of selling your product
• Channel Sales Management System - Creating a cadence of meetings for each quarter, focusing reps and management on the right activities to build, qualify and close your product and your partner pipeline
• Coverage and Contact models - Which partners deserve the most focus? How do we interact with partners and how often? What's the lifecycle of managing a partner? A complete coverage and contact model is critical to ensuring you are dedicating the right resources to the right partner at the right time.

For more information on how Peak can help you improve your channel sales performance, contact us at info@peakconsulting.org [1]