Displaying articles, webcast archives, and management tools for the category "Channel Management". Click here to see upcoming events for this category.

Webcast

Webcast • Sales Technology, Sales Operations, Channel Management, Sales Enablement

Research Update: Enabling Indirect Sales Channels

February 23, 2017

This webcast features a first look at recent research on sales channel enablement. The 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 s

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Webcast

Webcast • Coaching, Sales Operations, Channel Management, Sales Performance Management

Enabling Channel Sales

September 22, 2016

Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement str

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research

Research • Channel Management, Selling Effectiveness, Sales Performance Management

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

December 29, 2015

  Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on m

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Webcast

Webcast • Sales Process Management, Sales Operations, Channel Management

Pipeline Management Case Study: Aon

December 10, 2015

  Our research shows that companies spent A LOT of time managing their sales pipelines – several hours per sales rep, per month, in fact. Yet a minority of those same companies believe they are effective at the task. Inconsistent practices, poor quality deals, low close rates, litt

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research

Research • Strategy & Planning, Sales Force Roles, Channel Management

Inside Sales Trends

November 07, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research topics include:   Current approaches in inside sales force deployment

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Channel Management

Research Update: Inside Sales Trends

July 21, 2014

  Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice Preside

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Sales Operations, Channel Management, Analytics

Analytics Strategy for Channel Intensive Sales Organizations

October 08, 2013

  Channel organizations represent unique challenges for sales performance analytics. These challenges include gaining access to data; cleaning, standardizing, and staging information from disparate sources; and coordinating an analytics strategy across multiple organizations. In this pan

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Webcast

Webcast • Sales Compensation, Channel Management

Compensating Sales Channels

June 07, 2011

Online 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

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Webcast

Webcast • Channel Management

Online Experts' Exchange: Managing Sales Channel Conflict

October 20, 2010

Optimizing Indirect Channels for Productivity

Managing sales through intermediaries presents a unique set of challenges for sales leaders. In this Sales Management Association Online Experts’ Panel, three perspectives are provided on optimizing sales channel productivity. Topics address include: identifying and managing channel conflic

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research

Research • Strategy & Planning, Channel Management, Analytics

Segmentation Based on Physician Behavior

April 28, 2009

Implications for Sales Forecasting and Marketing-Mix Strategy

We calibrate a segmented diffusion model by incorporating the knowledge of physicians’ prescription behavior using a sample of four product histories from the pharmaceutical industry. The results show that when compared to the standard diffusion with retention model, the segmented diff

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