The personal touch, the sincere handshake from a knowledgeable salesperson who a client can tell cares, is one of the most important elements to a channel relationship. And every supplier wants a channel sales team that will go above and beyond, not just to sell product, but to build those trusting partnerships that are the foundation of strong, sustained business relationships. So how can you get your sales staff to always go the extra mile? The key is in finding the right forms of motivation.
If you believe that this is truly the age of the customer, as Forrester says it is, then customers are firmly in the seat of control. Customers are driving a lot of power in transactions today, and it’s all because of information democratization. The Internet, social, and digital technologies are bringing customers out of the woodwork to conduct buying research at record speeds, so they can bypass salespeople and traditional marketing assets more than any other time in history.