HomeResearch Articles Winning at Channel Sales by Keeping Score

Winning at Channel Sales by Keeping Score

  • Joint business planning is extremely effective at driving higher revenue growth and profitability
  • A defined process that includes quarterly business reviews (QBRs) to keep plans on track and top-of-mind is key to joint business planning success  
  • One of the key mistakes suppliers make when implementing joint business planning is treating it as a one-time annual event instead of an ongoing initiative
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