Best Practice Report

Building The Channel Sales Plan: Organizational Readiness

January 1st, 2018


Before committing to annual sales targets, channel management should define the skills each sales function requires, prioritize required capabilities, and evaluate the sales organization’s ability to meet these targets. No matter how skilled, a B2B channel sales leader cannot execute the sales plan alone. Other roles throughout the organization must play their defined parts to drive sales performance. Managing performance and compensation based on job roles aligns the execution path to channel sales plan commitments. In this report, we describe the three assessment steps necessary to determine organizational readiness before committing to the annual channel sales plan.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

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.