CRM Extends Its Reach Into Channel Sales Management
- Topics:
- Account Management,
- CRM,
- Forecasting
- Tags:
- CRM,
- International Data Group,
- Sales,
- Sales Force Management,
- Sales Management,
- Sales Strategy
- Source:
- IDG (International Data Group)
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Overview: Channel sales management can be one of the most pressing issues for companies today. The channel represents enormous opportunities, but its management historically has been fraught with inefficiencies caused by channel strategies that vary by industry and partners that run the gamut from large multimillion-dollar multinationals to small regional shops each of which often has specific requirements. IDC believes that the traditional role of CRM applications will be expanded as vendors begin to integrate their indirect sales channel as clear extensions to their existing internal sales organizations. This integration will take place throughout the sales pipeline as vendors' and channel partners' sales processes merge from account management and opportunity management to sales tracking and forecasting across all revenue-generating channels.
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Format: PDF | Size: 160KB | Date: Oct 2004 | Pages: 11
