Managing B2B Sales Teams in Channel/Value-Based Markets

Previous Title: Managing a Sales Team in Channel/Value-Based B2B Markets

    

Who is it for?

Sales and channel managers who want to enhance the performance of their team for increased sales and margin.

What business issues will we address?

Sales forces in channel relationships continuously need to strike a balance between “pushing volume” with “supporting the partner”, between “growing the distribution network” and “focusing efforts”. Getting the mix right leads to higher, more sustainable sales figures.

What will I be able to do after participating?

You will be better able to:

• Balance short term sales targets for volume with building long-term channel relationships based on joint-profits
• Get your people to focus more of their efforts on less, yet more profitable channel partners
• Help your people better understand and respond to the channel point-of-view