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 Insurance
- Julian Larimer, VP North America Channels, NCR Corporation
- Alberto Sa Vinhas, Assistant Professor of Marketing, Washington State University
- Moderated by Bob Kelly, Sales Management Association Chairman
