Best Practice Report

Best Practices For Onboarding Partner Account Managers

January 1st, 2018

Summary

Sales onboarding programs typically do not focus on the role of partner account manager. Demographic trends are requiring B2B organizations to seek new resources to compensate for the departures of their most experienced employees. The Forrester Sales Onboarding Execution Framework helps sales enablement and channel leaders build onboarding programs for partner account managers.

Partner account managers typically are forced to learn their fundamentals from an onboarding program for direct sellers, which lacks the proper context and specialization they need to master their role in the channel. In this report, we examine how B2B organizations’ channel sales and sales enablement teams can use the Forrester Sales Onboarding Execution Framework (see The Sales Onboarding Execution Framework: A Forrester Introduction) to create onboarding programs for partner account managers.

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