With a partner sales staff and distribution network that’s spread out around the country (or even el mundo entero), you know the true value of having information easily available to your partners. Equally valuable, sales acceleration technology can pay back great dividends when used properly. But this relies on proper use by both you and your channel partners. Otherwise, efforts made by either side could be squandered. We’ll assume that you’re willing to put in to the time to train yourself on the sales acceleration technology, and we will also assume and encourage training for proper usage by your channel partner reps. Let’s take a quick look at what defines revenue within a sales team. It comes down to four key metrics that will determine the sales revenue. They are: Number of opportunities Win rate Deal size Time per deal Obviously, you want to increase 1 through 3, and decrease 4, as the relationship between the four of them is: That’s all well and good you say, but how do I go about increasing revenue by altering one of these factors? That’s where sales acceleration technology can come into play. Opportunities Sales acceleration technology doesn’t magically turn on autopilot for lead generation. However, it does make sorting, filtering and distributing leads to the right partners at the right time much easier. You can provide your channel sales reps with a predefined list of leads to work through, or have them define it themselves. You might even find insights from…
Read More: Sales Acceleration Technology: Is It Worth The Investment?
