Displaying articles, webcast archives, and management tools for the category "Channel Management". Click here to see upcoming events for this category.
Conference Archives • Strategy & Planning, Sales Force Roles, Channel Management
Go To Market Strategy: Practical Approaches to Design, Optimization, and AssessmentOctober 18, 2011
A special workshop presented at SMA's 2011 Conference
Go-To-Market (GTM) Strategy describes how a firm's goods and services reach its customers. Sound GTM strategy ensures the right value propositions reach the right buyers in the most efficient way. In this workshop, Axtria's Charlie Thompson leads participants through a practical framework
Webcast • Sales Technology, Sales Compensation, Channel Management
Compensating Sales ChannelsJune 07, 2011
SMA Experts' Exchange
Compensation is an important tool for managing indirect sales channels. Incentive compensation management for channels has challenges distinct from those associated with direct sales forces. As a firm's channel strategy evolves, its channel compensation schemes must re-align with new prioriti
Webcast • Sales Process Management, Coaching for Performance, Channel Management
Online Experts' Exchange: Managing Sales Channel ConflictOctober 20, 2010
Optimizing Indirect Channels for Productivity
Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this SMA Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflict; driving performance wi
