Channel Sales 7 - Partner Recruitment

Partner Recruitment
• Remember, your Channel Sales strategy must be built BACKWARDS from a clear definition of the market segments you will target for sales!
• Never recruit a new partner unless you have identified and quantified the market segment opportunity!
• Use a “scientific” approach to new partner recruitment!
• Partner sell to the same customers 88% of the time!
• Define your criteria for the new partners BACKWARDS from the segment you are targeting!
• Build your new partner recruitment BACKWARDS from your Territory Coverage Map (TCM)
• Use a “scientific” approach to define the ideal partner…for the segment you are targeting!
• Just because you have a good relationship with a partner from your previous job doesn’t mean they will be the RIGHT PARTNER for your next job!
Visit us on www.channelsalesworld.com

[@nombre1248]

Can you explain more about the differences with Segment A and B?

[@macho6596]

What do you mean by coverage?