Channel sales management is as one of the most challenging jobs in sales. It requires the focus of a project manager, the flair of an influencer and the ability to adapt to every level of the organisational hierarchy like a corporate chameleon. The potential benefits are enormous, but the pitfalls could leave your product gathering dust on the shelf, so how do you get the most from your sales partners?
Making Sales Channels Work takes a no-nonsense look at the complex world of channel sales. The book advocates taking a “partner-centred” approach to developing your sales outside of your typical direct sales environment. Marcus Cauchi and David Davis explore ten tools that will help you to create a successful commercial relationship with your channel partners and to manage that relationship effectively for mutual success.
Making Sales Channel work is one of the most influential books on sales that I have read. When I was actively managing channel partners, it was an invaluable resource that steered me in a better direction with my partner interactions. It also opened my eyes to many shortcomings that we had as a manufacturer in the med-tech field.
Many books look at the “why” and the “what” that relate to their subject. Make Sales Channels Works provides an excellent framework of “how” to succeed in the world of selling through partner organisations. It’s also not afraid to point out the shortcomings of traditional thinking in this field. It holds a challenging mirror to the reality of how many global organisations interact with their partners today.
If you currently work with channel partners as part of your organisations’ growth strategy, then this is a book for you. It will help you to focus on the right activities and priorities that will help to “move the needle” in your business.
I give “Making Sales Channels Work” a solid five stars for its impact in this important and yet poorly managed field of the sales profession.