Given the importance of sales to the survival and growth of any business, many b-to-b organizations are beginning to define the makeup of professional salespeople, and establish sales enablement programs to develop them. For organizations with indirect sales channels, the importance of enablement extends beyond the direct sales force and includes channel-oriented roles such as partner account managers. In this brief, we use the SiriusDecisions Sales Competency Model to identify the elements required for partner account managers to excel.
Download this Research Brief to learn:
- The key role partner account manager plays during sales enablement efforts
- How to make partner account managers trusted advisors to partners
- Use the SiriusDecisions Sales Competency Model to identify enablement priorities, plan activities and track results for partner account managers
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