distributor sales
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Top 10 Problems with Channel Sales – Don’t be Held Hostage
- May 9, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The salespeople charged with selling to and through a channel are different – in many ways – and their goals, expectations, activities, skill sets and strategies must be different as well.
When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Channel sales is quite different.
