Channel Sales Management Practice
Historically, companies have managed channel partners on an informal, ad hoc basis. Frank Lynn & Associates’ sales practice team helps companies develop more structured processes to assess the end-user market, evaluate partners and develop partner business plans. The core approach used by the team relies on Frank Lynn & Associates’ Partnerlytics tool. On most engagements the team will meet with client sales leaders to review the main sales challenges and to collect data on customer segments, market size and partner profiles. If any key data is missing, the team will conduct field interviews. With the needed information, the sales management team will structure one or more workshops with the client’s salespeople to build a better understanding of the market, a fact-based set of objectives and a year-long calendar of specific activities. This approach creates a structured base to meet and exceed sales targets.