How To Report

Building The Channel Sales Plan: Organizational Fit

January 1st, 2018


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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.