HomeResearch Articles Building the Channel Sales Plan: Organizational Readiness

Building the Channel Sales Plan: Organizational Readiness

  • Before committing to annual sales targets, channel management should define the skills each sales function requires to meet these targets
  • Assessing organizational capability helps channel managers identify gaps in coverage and competencies, and prioritize internal development and resource needs
  • Managing performance and compensation on the basis of job roles aligns the execution path to channel sales plan commitments
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