Channel sales leaders leave their jobs. Often. There are many reasons for this, from capturing better opportunities to facing insurmountable challenges on the road to channel-centricity. However, the partner account managers working within these organizations have traditionally been a stable workforce. Compare attrition rates of direct sales account managers and partner account managers, and you will see very different turnover rates, with the partner account manager tending to stay in the role longer. But things are about to change. Today’s workforce is undergoing a fundamental shift as suppliers lose seasoned sales professionals of all kinds to retirement, “second life” careers or a move to greener pastures in an improved economy. What can channel leaders do to get ahead of the curve?
Onboarding is the first step in a journey. It should launch a new partner account manager into the field ready to engage partners and support revenue-generating activity. From there, the partner account manager can move into an ongoing enablement path that aligns personal development to organizational goals. The channel chief benefits from improved new hire performance while also benefiting from a scalable process for the next wave of recruits. Are you ready for the changes coming? Contact SiriusDecisions to learn how to optimize performance across the channel sales organization.
Eileen has a deep background in developing channel sales programs that drive revenue and helping channel leaders gain insights into growth strategies and industry best practices. She has delivered multiple partner programs, successful partner recruitment and development efforts, and impactful field and partner enablement. Eileen brings nearly 20 years of channel experience to SiriusDecisions, having worked previously for companies such as Avaya, VBrick Systems, NetApp and Symbol Technologies.