Summit US Sessions CSS_Winning at Channel Sales by Keeping Score Creating and Utilizing Partner Scorecards

Winning at Channel Sales by Keeping Score: Creating and Using Partner Scorecards

Wednesday May 8, 2019 | 3:25 PM - 4:05 PM

Speaker(s):  Stephanie Sissler, Jack Androvich

Focus: Adopt, Operationalize

Priorities: Channel Sales Execution

There is growing acceptance of the importance of using scorecards to measure and motivate partner performance. The flaw is that most of the metrics tracked in these tools focus exclusively on sales outcomes, which tend to encourage opportunistic behavior and short-term perspective. In this session, we outline a framework for building a scorecard tool and process that enable purposeful strategies for elevating sustainable partner performance.

For sales:

  • Understand the value of utilizing scorecards with partners, particularly as it relates to joint business planning
  • Learn about a framework for building a partner scorecard that incorporates the most actionable and impactful metrics
  • Identify best practices for effective partner scorecard adoption and execution