Drive Your Channel Productivity Globally

Over my three decades’ experience in channel sales management, I have watched some people rise to the top, while others just don't know why they are not getting promoted. Based on from-the-trenches observations, I have some suggestions about how to break the deadlock if you feel you haven’t achieved the recognition you deserve. I have identified nine typical behavior patterns that our organization has consistently observed to be drivers of individual growth and promotion by effectively developing core channel sales management skills. Integrity Comes First - We are all under pressure to perform, but it is absolutely vital to avoid the temptation to take shortcuts. We have all heard hair-raising stories of attempts to trick the system: fake invoices sent to fake email addresses to book fake revenue; asking a partner to buy product and side-sell to another to make profit and share commissions; having a partner buy at the end of the quarter and then return via another service provider. In the end, whatever the p