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.
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