Decision Tool

The Forrester Channel Account Manager Competency Assessment Tool

May 18th, 2020
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

The Channel Account Manager Competency Assessment Tool provides a structured approach for assessing an organization’s channel account managers against competencies correlated to effectiveness in the role. This tool allows organizations to analyze a channel account manager’s proficiency in several competencies and the importance of each of these competencies across five core disciplines of channel account management: channel business acumen, partner success management, partner sales management, joint business planning, and personal attributes. Organizations can then view average importance and proficiency scores for each discipline and the gap between those scores.

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