Indirect sales best practices adoption

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<rdf:Description>
<dc:creator>Band, William A.</dc:creator>
<dc:creator>Leaver, Sharyn</dc:creator>
<dc:creator>Rogan, Mary Ann</dc:creator>
<dc:creator>Forrester</dc:creator>
<dc:date>2007</dc:date>
<dc:description xml:lang="es">Sumario: We surveyed 58 business and technology decision-makers and influencers to discover their strengths and weaknesses compared to 18 indirect sales best practices capabilities. We found that adopting best practices is a challenge for organizations that sell through indirect channels. In fact, fully 33% evaluate their use of indirect sales practices as poor/below average. Organizations report significant deficiencies in many areas including partner recruiting, partner collateral management, partner program management, partner sales management, partner training, and partner analytics. These deficiencies stymie an enterprises ability to work through partners to extend its reach into new markets and geographies. How well does your organization stack up? Compare your organization to indirect sales best practices, pinpoint the best opportunities for quick wins, and build an action plan to close the gaps </dc:description>
<dc:identifier>https://documentacion.fundacionmapfre.org/documentacion/publico/es/bib/103585.do</dc:identifier>
<dc:language>eng</dc:language>
<dc:publisher>Forrester Research</dc:publisher>
<dc:rights xml:lang="es">InC - http://rightsstatements.org/vocab/InC/1.0/</dc:rights>
<dc:subject xml:lang="es">Cambio organizativo</dc:subject>
<dc:subject xml:lang="es">Cambio tecnológico</dc:subject>
<dc:subject xml:lang="es">Toma de decisiones</dc:subject>
<dc:subject xml:lang="es">Ventas</dc:subject>
<dc:subject xml:lang="es">Organizaciones</dc:subject>
<dc:subject xml:lang="es">Estimación indirecta</dc:subject>
<dc:subject xml:lang="es">Planes estrátegicos</dc:subject>
<dc:subject xml:lang="es">Marketing estratégico</dc:subject>
<dc:type xml:lang="es">Books</dc:type>
<dc:title xml:lang="es">Indirect sales best practices adoption</dc:title>
<dc:relation xml:lang="es">For Business process & applications professionals</dc:relation>
</rdf:Description>
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