Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. A closer look at a sales training incentive program. Why is this a trending incentive initiative?

Incentive 295

Incentive Incentives Training Channels 295

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 72

Commission Incentives Incentive Compensation 72

Cincom Smart Selling

MARCH 6, 2025

Key challenges include: Channel Conflicts: If a distributor sells at a lower price than the direct sales team, it can create internal competition and damage relationships. Discrepancies between direct sales teams, online platforms, and channel partners can lead to confusion, customer dissatisfaction, and even lost revenue.

Margin 48

Margin Channels Maximizer Lead Rank 48

Openview

MARCH 15, 2019

For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Part of the appeal of this approach is that it’s a very effective way to scale revenue without having to go through the expense and effort of scaling your direct sales team.

Channels 129

Channels Scale Hiring Lead Rank 129

Sales Hacker

MARCH 22, 2021

Adapt a new mindset for sales recognition. One major question mark for sales leaders that stands out for 2021 is how they intend to orchestrate President’s Club incentives. As sales organizations think through creative solutions, they’re focused on the need to creatively recognize and incentivize employees.

Motivation 73

Motivation Webinar Metrics Strategy Incentives 73

Vengreso

SEPTEMBER 13, 2024

Enhancing this readiness and eagerness can also be achieved by supplying technical support materials, assigning an individual account manager specifically for them, and offering various incentives along with rewards. Secondly, allocate a greater investment in materials for channel partners compared to direct sales representatives.

Channels 66

Channels Outsourcing Services Strategy Lead Rank 66

Allbound

NOVEMBER 12, 2019

Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners. Even for the most channel-centric companies, partner conflict is inevitable.

Channels 52

Channels Face-to-face Collateral Software 52