If your channel sales managers are asking this question, it may be an indicator that your sales team can’t harness the potential of your channel partners. If your sales team’s vision is tunnelled to focus on only your numbers, the channel partners, by now, are already frustrated with your brand.
Channel sales = relationship selling - is a wrong equation. Channel sales managers have to be mentors and coaches to the employees of your channel partners. They should be able to show them how your product/service can be sold. They should act as consultants to the partners. Your channel partners should derive value from meeting the sales managers.
