CHAPTER SIX

Infusing the Sales System with ChannelPRO™

It’s going to be a delicate balancing act, to be sure, when creating a hybrid sales channel along with the kind of territory, account, or market “general managers” in the direct sales force who you are going to need to make it work. You can’t lose sales momentum in either the direct or partner channel teams. You certainly can’t “pull the bus over to the curb” for a complete overhaul. Instead, you must infuse just enough best-practice channel sales DNA into the direct sales force to create the hybrid.

However, this hybridization is not as difficult as it first seems if you have a plan, a system, and a way to measure whether it’s working. A systematic channel management model is the last piece ...

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