Three Common Causes of 'Channel Laziness'

Posted by John DeSarbo on Thu, Sep 07, 2017

Most high-tech manufacturers establish channel partnerships that provide an important route-to-market for the mid-market or small-business segments. These partnerships help manufacturers reach key customers in geographies that are often difficult to cover with direct channels. Unfortunately, many manufacturers who choose this strategy are struggling with a challenge that I call “channel laziness.” Channel partners who manufacturers count on to both acquire and grow customer relationships are not achieving expected productivity levels and are reluctant to invest in new sales and marketing capabilities. This reluctance and, in some cases, ambivalence regarding high-tech manufacturers’ efforts to enable improved partner performance leads to high sales costs, missed opportunities and stagnant growth.


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Autodesk's Approach to Motivating a Millennial Sales Force and Tackling Some of the Biggest Sales Comp Challenges

Posted by Alex Southworth on Thu, Aug 17, 2017

For high-tech companies, a strong inside sales function boosts efficiency and lowers costs, and for millennial-age salespeople, inside sales roles offer the chance to collaborate with a team instead of working solo in the field.

After ZS’s 2017 Comp Bytes event, where executives from leading high-tech brands met to discuss sales compensation challenges and innovations, I spoke with Robert Bieshaar, senior director of worldwide sales and services incentive compensation at Autodesk, to learn how inside sales models are evolving at his organization, what he and his colleagues are doing to motivate the next generation of salespeople, and how Autodesk is working to overcome one of the most common and cumbersome sales comp challenges: goal-setting fairness.


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