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Berkshire | david.davies@sandler.com
 

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Blog

Channel Management is probably the toughest sales assignment there is.

Are you confused where to start in (re)building your partner sales channel?

Are you frustrated by poor performance from the majority of your channel partners?

Are you struggling to scale via your channels, partnerships and alliances?

It doesn’t have to be that way.

Here's a Mystery.  

Most departments in an organisation have a common language and a common process.

Everyone in Accounting talks the same language.

In Marketing, there's a very analytical process by which everyone agrees to measure results.

In Operations or Engineering, or any other part of the organisation you care to name, everyone agrees on the process by which things get done, and everyone agrees on the key terms that connect to the process.

As organizations grow, they realise that there are numerous different ways to define success.
A new business, for example, will be immensely satisfied the first year the operation returns a profit.

On the other hand, a more established company may expect to see a specified rate of growth year over year.

Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you. Here are a few different ways that you can consider defining your success.

Sales success depends on building a solid, growing client base. The first impression you make while prospecting for new clients can make or break your ability to secure new business. You only have seven seconds to make your first impression with a client. Here's how to make those seven seconds count!

Make a Positive First Impression Within Seconds

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

Why don't we spend more time considering the consequences of making a bad hire?

The cost of a bad sales hire is phenomenal. Let's take a look.

To calculate the true cost of a bad sales hire you are going to want to know:

1 > The cost to recruit, on-board and train a salesperson.

2 > The average sales of your A players (top 20%), B players (average) and C Players (bottom 20%).