The effectiveness of the distribution channel is one of the most critical issues facing sales and marketing management. Sales and channel managers are constantly evaluating performance of each partner and each program, tuning them to produce better results.

Today, a "one size fits all" approach to channel management and development will not produce results effectively. Money will be wasted on programs or partners that will not produce the required ROI. In using our Channel Partner Assessment, we have found it useful to develop it at several levels:

• Individual sales professional: We assess the potential/performance of each sales professional with each partner, identifying strengths/weaknesses, ranking them within their firm and within the channel.
• Partner performance: Assess the potential/performance of each partner, identifying strengths/weaknesses, ranking them within the channel.
• Performance/potential dimensions: There are many dimensions to the assessment of potential and performance. In performing an assessment, elements can include actual sales performance, market/customer penetration and share, product sales performance, new customer acquisition, market understanding/composition, sales skills and many other elements. A complete snapshot of the skills, potential, and performance of each sales professional and each firm can be obtained.

We have worked with many organizations in implementing high performance channel strategies. Let us help you developing the strongest sales channels.