Are You Running a Level 4 Sales Operation?

There is a compelling research report entitled, “Understanding What Your Sales Manager Is Up Against”, by Barry Trailer and Jim Dickie, published by the Harvard Business Review. In this report, the authors provide critical insight into the benefits...
Using Gap Analysis to Optimize Partner Performance

Using Gap Analysis to Optimize Partner Performance

The Challenge Managing partners whose sales people you don’t control while making aggressive revenue targets may seem like an oxymoron. But lets take a look at Gap Analysis, one of a set of important tactics at the channel manager’s disposal. Develop a...