Thursday, September 04, 2003
TREND: One of the largest trends in the channel now is reducing the channel sales expenses.
Since one of the main areas of cost in the channel is the field headcount, executives continually return to field productivity metrics when justifing their budgets to the executive committee and the board. The trend is clear: field sales in the channel will be outsourced or eliminated unless it can PROVE its value. Three great ways field sales can are demonstrating value are as follows:
1) Creating accountability in channel sales
2) Changing the account interaction
3) Delivering value beyond standard programs
Two key quantitative metrics senior executives watch are average sales per channel employee and channel expenses as a percent of total sales. Qualitatively, executives are evaluating field sales ability to secure executive committment in the channel.
Scott@ChannelVentures.com
Since one of the main areas of cost in the channel is the field headcount, executives continually return to field productivity metrics when justifing their budgets to the executive committee and the board. The trend is clear: field sales in the channel will be outsourced or eliminated unless it can PROVE its value. Three great ways field sales can are demonstrating value are as follows:
1) Creating accountability in channel sales
2) Changing the account interaction
3) Delivering value beyond standard programs
Two key quantitative metrics senior executives watch are average sales per channel employee and channel expenses as a percent of total sales. Qualitatively, executives are evaluating field sales ability to secure executive committment in the channel.
Scott@ChannelVentures.com
