Sales Management Matters

As we meet with potential clients to discuss their businesses, we frequently hear one or another variation of the following lament: "we've signed up a bunch of channel partners but they haven't sold a damn thing!" Unfortunately, this "sign them up and they will sell" mindset is the channel sales equivalent to the "build it and they will come" brand of wishful thinking. Typically it is easy to zero-in on the root cause: absence of "mindshare." Pu ...