Managing the channel,
distributors, agents & third parties
When an organisation takes its product or service to market using
an indirect route there are often obvious strategic and fixed
cost advantages. If there is an exclusivity of relationship on
both sides this may make the relationship even more advantageous.
However, the relationship between supplier and outsourced sales
force must be based on delegation not abdication.
Sales management’s responsibilities remain the same as
with a wholly owned sales force. Recruitment, retention, motivation,
development, planning, measurement, management and remuneration
are all just as relevant. In one sense it is harder because there
is no ‘line’ relationship, it is one of influence
and partnership.
Meridian works with many of its clients to ensure that channel,
distributor, agent and third party sales effectiveness are all
at optimum levels.
