Study Shows Channel Sales Suffer From Lack of Visibility

Results of a recent sales survey show a clear correlation between a lack of information on channel sales and a loss of revenue and opportunities.

The study was conducted by Channelinsight, a cloud-based channel sales management solution provider. Of those surveyed in the study, only 39 percent of respondents said that they were somewhat or very satisfied with the customer and partner sales data available to them. While this statistic in itself may not be alarming, a number of other survey questions showed a pattern of dissatisfaction over a lack of sales channel data.

Market segmentation was another uncovered issue. While most companies were familiar with their immediate customers, the survey underscored the sense that there was a dearth of understanding when it comes to end-customers in the channel.

The results of the survey could serve as notice to all sales professionals looking for ways to improve the indirect sales process: start collecting indirect sales data. For more on the study, read the full article here.

Photo by: Armando Sotoca

You might also like ...
Sales
15 Lessons for Every Sales Enablement Program

Want to take your sales team to higher peaks. Then, it’s time for a sales onboarding revolution. Lessonly outlines 15 of the 75 lessons that will help you reimagine your sales training program.

by Rachel Saltsgaver
Sales
5 Sales Coaching Myths That Need To Be Busted
In a lot of ways, the title of “sales manager” is a misnomer. Sure, you own the team's number. But...
by Brian Trautschold
Sales
Two Surefire Ways to Get Past Gatekeepers and Talk to CEOs

Dealing with gatekeepers can be a stressful, disheartening experience for a sales rep. But, these 2 tactics can keep your sale moving forward.

by Steli Efti