Channel Sales Teams Driving Sales with Different Sales Strategy

In order to grow market share, Brand Owners must understand the market in which they compete, and design features in their product that will be accepted by the market. We all know that sales and production, to say nothing of sales and design, seldom find themselves on the same page. This is even more difficult when the sales channel includes Value Added Resellers, or VARs. Brand Owners rely on these sales channels to drive revenue, but often times they provide limited support to their channel partners sales teams. This is particularly true when Brand Owner has both direct sales and channel sales. One VAR sales manager summed it up to me when he described the type of support that his Brand Owner provided his sales team. “Some brochures, a map with colored states on View the rest of this article