As we speak to our clients , we are hearing the same message  “we are setting up territory channel sales…. help…. how do we do it? ” .    Firstly the type of change we are talking about is where organisation are taking a set of direct sales accounts and opening them up to channel partners but leaving the direct sales person in place to own the territory to drive the sales  through the channel not direct (and often managing the channel partners as well).  One of the companies we are helping at the moment is also moving existing channel managers into territory roles so they are now responsible for end user sales activities as well as the channel partners in the territory,

It is a huge change!!  Are you seeing this in your organization?  Please tell me if you are. Channel Enablers will be posting up a new article of best practices in Territory management on this Blog shortly ….keep tuned.