Best Practice Report

Building The Channel Sales Plan: Organizational Readiness

January 1st, 2018

Summary

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.

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