Enabling Indirect Sales Channels

This research examines support tactics for indirect sales channels – salespeople, agencies, affiliates, and networks engaged (but not directly employed) by vendor firms. Special focus is given to indirect salesperson effectiveness, and how selling firms can affect it with investments in content, technology, and training.

Specific questions addressed include:

  • What influences indirect sales channels’ effectiveness in delivering a selling firms’ value proposition?
  • What indirect channel support investments are most impactful for selling firms?
  • What indirect channel management practices drive significant value for selling firms?
  • How can selling firms gain higher indirect channel mindshare for their offerings?
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Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in channel management, planning, sales effectiveness, executive sales leadership, or strategy in their organizations.

Benefits of Participation

A copy of the findings report on this research topic.

An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in February of 2017.

Research Timeline

Research closes 1 February 2017.

Research report is expected to publish 1 March 2017.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Brainshark.


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