Tips for Pipeline and Indirect Sales Management

Indirect channel sales account for a significant portion of the revenue pie for many companies.

There seems to be a general lack of data coming from these indirect channels as well. And that can be a compounding problem because in a smoothly flowing sales operation, the vitality of a sales pipeline can say a lot about a company. Yet what do these companies know about the health of their indirect sales channels? That’s a question that Drew Zarges of Sales Benchmark Index poses in a recent write-up.

Zarges argues that companies should be more vigilant in their pursuit of relevant data, like information about pipelines, from their channel partners. It should be a boon to both companies and requires little upkeep. When a business can analyze the pipelines of its channel partners, it can usually find areas for potential improvement.

Lost dollars can add up quickly in these sorts of scenarios. It’s up to channel and sales manager to monitor partner programs to ensure stricter standards are being met. For more tips for indirect sales and pipeline management, read the full article by Zarges.