Use a deal-registration program to keep tabs on your channel partners

02/24/2012 | Sales Benchmark Index

One way to get more visibility into the activities of your channel partners is to implement a deal-registration program, writes Drew Zarges. Under this setup, channel partners let companies know when they find leads, and, in return, companies give their partners exclusive rights to those leads for a certain amount of time. This approach can also allow companies to supply resources to help their partners close deals, he notes.

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