Online Experts' Exchange: Managing Sales Channel Conflict

Optimizing Indirect Channels for Productivity

Ro Katrak, Juliann Larimer, Alberto Sa Vinhas

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 conflict; driving performance with limited authority; and measuring sales channel effectiveness.

Session Panel

  • Ro Katrak, Vice President Exclusive Channel, Nationwide Insu(...)


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