Interested in channel sales?

Sales Channels

The Aberdeen Group recently completed a study which examined 295 organizations’ channel sales effectiveness. It found that best-in-class companies manage third party sales channels differently – especially in regard to sales forecasting. Specifically, best-in-class companies:

  • achieve an average of 107% of their annual sales quota, compared to 74% for Industry Average and 36% for Laggards.
  • average lead conversion rates grew by 5.4%, year over year, versus 2.1% for Average firms and a 0.9% decrease for Laggards
  • boast an average 4.6% year-over-year increase in average deal size or contract value, as compared to 2.2% for Industry Average firms and a 2.6% decrease among Laggards.

The study is available for free until 6/3/2011 – but you need to register here.

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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