Do you consider channel sales real sales people?
They never really close an end user or have to prospect an end user which are a few of the bigger challenges in the process.
GetAHobby
Are Channel Sales Soft?
2
Much harder than direct sales I think. I work closely with the Channel reps at my org. I do not want their job. They often times do have to step in and help prospect and close because Channel partners often arent the best sales professionals. They are great at their trade or expertise area but often dont know much about selling, sales process, and closing.ย
So a channel sales rep has a quota and they not only have to sell but they have to manage a cohort of channel partners. Thats like being a sales manager AND carrying an individual quota..except you are not just managing 10 sales reps that answer to you...you are managing individuals and teams that have their own agenda's, goals, and processes.ย
I have much respect for channel reps. I would do it. As a direct sales rep I have it easy. I dont have to worry about anybody but me, myself, and I.ย
Just my opinion
So a channel sales rep has a quota and they not only have to sell but they have to manage a cohort of channel partners. Thats like being a sales manager AND carrying an individual quota..except you are not just managing 10 sales reps that answer to you...you are managing individuals and teams that have their own agenda's, goals, and processes.ย
I have much respect for channel reps. I would do it. As a direct sales rep I have it easy. I dont have to worry about anybody but me, myself, and I.ย
Just my opinion
The channel people I work with are great at finding opportunities and networking. Yes, I consider them real salespeople.ย ย
80%+ of deals come from the vendor the remaining comes from your channel if you have good strategic partners. Not all channel partners are good, some go the extra yard, but they only work with select vendors.
Do you feel that a lot of vendor direct reps view channel partners as the enemy? I come from a culture that does but also understand there are vendors that embrace the channel. I'd like the perspective of those that do, do they think partners bring real value?
A lot of it depends on the culture set by the channel manager, and other upper leadership. If they have set a good culture for working with the channel, and have proven results through the channel, everyone gets along really well.ย
So a channel sales rep has a quota and they not only have to sell but they have to manage a cohort of channel partners. Thats like being a sales manager AND carrying an individual quota..except you are not just managing 10 sales reps that answer to you...you are managing individuals and teams that have their own agenda's, goals, and processes.
The channel people I work with are great at finding opportunities and networking. Yes, I consider them real salespeople.ย ย
Imagine NOT having a CSM ok tighttttt AES are gold right? AE is KING SHIT Right????? lmaoooooo imagine a worse take
Much harder than direct sales I think. I work closely with the Channel reps at my org. I do not want their job. They often times do have to step in and help prospect and close because Channel partners often arent the best sales professionals. They are great at their trade or expertise area but often dont know much about selling, sales process, and closing.
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