Apply The Hawthorne Effect For Continuous Improvement

In this time of high demand and constrained supply of channel partners, partner loyalty can be difficult to maintain, much less improve. Many channel professionals, in an attempt to buy partners' loyalty, try to squeeze more budget funds from the corporate coffers to increase discount margins and rebates paid to partners. But this approach leads to channel price wars, which no one wins. There is another way: By regularly changing the things on which you measure and reward your channel partners, you will find that your partners engage with you more frequently and deeply. This report outlines how sales enablement professionals can utilize the Hawthorne effect of continuous change to boost their channel partners' loyalty.