The War Room
Question
Post

What are your biggest frustrations in channel sales (through a partner)?

πŸ‘‘ Sales Strategy
🧒 Sales Management
8
Tres
Politicker
+6
Account Executive
Lack of communication between all parties (customer, partner, vendor)
dr
dreirie
Fire Starter
+2
Enterprise AE
Mine as well!Β 
Salespreuner
Big Shot
+11
Regional Sales Director
+1 for this
drendo
Politicker
+8
Enterprise Account Executive
Turns from value selling into commodity fulfilment from my (the tech provider's) perspective. Means I have no way of up/cross selling but you can sure expect it to be my fault when anything goes wrong
Rallier
Politicker
+10
Account Executive
My biggest frustration is when the prospect agrees to do one thing, but then does something else. Incredibly frustrating
dr
dreirie
Fire Starter
+2
Enterprise AE
What do you mean? They promise different things to the partner/vendor AMs?
CoorsKing
WR Officer
+12
King of the Coors Knights
- Partners do not have good relationships with our customers
- Partners are not trained on our product
- Partners tend to have poor sales hygiene (slow follow up, poor communication, miss steps, etc)
- Partners do not always have legal paper with the prospect/customer
braintank
Politicker
+7
Enterprise Account Executive
Why should I give you 5% for putting my quote on your paper?
Salespreuner
Big Shot
+11
Regional Sales Director
Amen!
uncleiroh
Enterprise Business Sensei
Lack of qualification skills and communication! Just to get their partner reference metrics, they upload #deadopptys to SFDC ... wasting time discovering there was no real oppty, just a slow interest of the end customer.Β 
StraightCashHomey
Politicker
+2
Manager, Commercial Sales
Partners tend to be order takers rather than suggesting the best solutions for the end user.
9
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