New Study from CSO Insights Finds Partnership with Sales Channel Linked to Higher Revenues

DENVER, Nov. 22, 2016 /PRNewswire/ -- True collaboration with the sales channel gives organizations a significant leg up on those that give channel sellers their marching orders and little or no attention afterward, according to a new channel sales study from CSO Insights, the research arm of Miller Heiman Group. In fact, organizations that help channel sellers with lead generation and provide consistent coaching can expect channel revenue goal achievement of more than 90 percent.

This was one of the key findings from the CSO Insights 2016 Channel Sales Optimization Study, which was released to CSO Insights' members today to help organizations maximize the performance of their sales channels. The report focuses on the current state of channel management and highlights the challenges facing channel sales professionals and provides insights into how to help this vital part of their sales team be more successful.

"Channel sellers want to be viewed as part of the team, and when they are their performance improves and the impact they have on the organization greatly increases," said Barry Trailer, chief research officer at CSO Insights. "Our goal is to help sales teams reach, and exceed, their revenue goals by optimizing how they partner with channel sellers. Sales organizations can use this report to identify and prioritize the channel management techniques proven to drive significant results."

Other key findings in the report that deal with increased collaboration between the organization and the channel include:

• 36 percent of respondents reported their top-tier partners are generating more than 70 percent of all channel revenues.
• The ability to assess partners' pipelines is greatly enhanced with the use of Partner Relationship Management (PRM) applications.
• Higher levels of sales process implementation correspond with higher levels of sales achievement.

The 2016 Channel Sales Optimization Study surveyed companies worldwide to collect information on more than 50 channel management effectiveness-related metrics.

CSO Insights Research Members can immediately download the 2016 Channel Sales Optimization Study here. The report will be available to the open market on Jan. 16, 2017. To learn more about CSO Insights, visit www.csoinsights.com.

About CSO Insights
As the research arm of Miller Heiman Group, CSO Insights is dedicated to improving your organization's performance and productivity. Our respected analysts provide sales leaders around the world with research, data, expertise, and best practices necessary for developing sustainable strategies that improve sales performance. Although we are part of Miller Heiman Group, our research is independent and uninfluenced by any organizations and companies we measure.

Our benchmarking capabilities are the industry standard when it comes to delivering behavioral and operational insights for improved performance. They can also provide a holistic assessment of your organization's selling and sales management effectiveness. For more information about CSO Insights, visit www.csoinsights.com.

About Miller Heiman Group
Miller Heiman Group has historically been recognized as one of the largest training companies in the world, but is quickly becoming one of the most prolific business solutions providers in sales and service performance. Built on legacy brands such as Miller Heiman, AchieveGlobal, Huthwaite, Impact Learning Systems, Channel Enablers and CSO Insights, Miller Heiman Group is backed by more than 150 years of experience and performance. Our Be Ready solutions offer more sales- and customer-service-based solutions than anyone in the industry, and empower people across the entire organization to perform at peak potential by bringing game-changing insight to sales performance and customer experience. This allows you to build and sustain a successful, customer-focused organization that drives profitable revenue and top-line growth on a global scale. To learn more, visit our website. Follow us on LinkedIn, Twitter, Facebook, YouTube and Google+.

SOURCE CSO Insights

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