The High-Performance Channel Sales Team Framework

Developing an effective channel sales strategy supported by a world-class partner program is key to maximizing channel growth and revenue. Achieving optimal performance requires developing a channel sales team that works with partners to execute the strategy to achieve the supplier’s objectives. When designing or redesigning a channel sales organization, leaders must define roles, functional structure, and size, as well as how to recruit, train, assess, and motivate the right people. In this report, we provide a structured step-by-step process to guide the design (or redesign) of a channel sales team that serves as a competitive advantage.