Building The Channel Sales Plan: Organizational Fit

January 1st, 2018

Summary

Although B2B channel sales leaders are measured on hitting their targets, Forrester benchmark data shows a serious gap in their ability to meet annual quotas through their own sales teams. Only 14% of respondents’ channel account managers reported meeting 80% or more of their individual quota. Fortunately, there’s more than one way to win this game: Before committing to annual financial targets, channel sales leaders should ensure an optimal mix of resources, along with associated skills and compensation plans. In this report, we describe how to segment revenue opportunities and prioritize sales roles to execute the annual channel sales plan.

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