Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and deeper range of skills.
You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to lead without power. You have to drive results without direct control. You have to inspire without direct authority.
In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool making, milk producing pig. That sums up the role of channel manager pretty succinctly.
Great channel managers are the special forces of sales.
They are dropped behind enemy lines to do the toughest jobs working with the local resistance fighters. They eat the same food, sleep in the same trenches, suffer the same fate or worse and have to deal with the fall out of their own political leadership not understanding how fragile these relationships can be. They have to battle for resources, protect their fighters from their own side who see them as competition and resent it when their partners win business from under the direct sales force's nose.
If you'd like to get a copy of #MakingChannelSalesWork, the new book by #MarcusCauchi and #DavidDavies from #Sandler then buy it on Kindle here:
US: https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
UK: https://www.amazon.co.uk/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
Germany: https://www.amazon.de/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
India: https://www.amazon.in/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2/ref=sr_1_1?ie=UTF8&qid=1536945386&sr=8-1&keywords=making+channel+sales+work
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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.
To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi
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