For Business Process Professionals

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	January 10, 2008 Indirect Sales Best Practices Adoption by William Band with Sharyn Leaver, Mary Ann Rogan

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Executive Summary

We surveyed 58 business and technology decision-makers and influencers to discover their strengths and weaknesses compared to 18 indirect sales best practices capabilities. We found that adopting best practices is a challenge for organizations that sell through indirect channels. In fact, fully 33% evaluate their use of indirect sales practices as poor/below average. Organizations report significant deficiencies in many areas including partner recruiting, partner collateral management, partner program management, partner sales management, partner training, and partner analytics. These deficiencies stymie an enterprise's ability to work through partners to extend its reach into new markets and geographies. How well does your organization stack up? Compare your organization to indirect sales best practices, pinpoint the best opportunities for quick wins, and build an action plan to close the gaps.

TABLE OF CONTENTS

• Customer-Facing Process Improvement Initiatives Flounder Without Focus
• Poor Indirect Sales Practices Checkmate Market Expansion Strategies

RECOMMENDATIONS

• Use Best Practices To Turbo-Charge Your Indirect Sales Channels
• Supplemental Material
• Related Research Documents

This is an excerpt

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