Key account and channel reviews

- Obviously, for sales people, the favorite part of our job…is when our account places an order.…It's the culmination of hard work,…and the reward for providing them…with a product or service that fills a need.…Sometimes when I tell people…my next favorite part of the sales process,…they look at me funny and wonder if I'm kidding,…but I'm being totally serious.…After closing a sale,…I've always enjoyed the part of the sales process…when we do follow-up sessions with the customer,…business reviews with accounts,…and annual evaluations of the business.…

Doesn't sound like a fun part of our job,…in fact when done right they're a lot of work.…However, the information learned and exchanged…can be invaluable, and so critical…to achieving long-term success.…Customer channel reviews are quite similar…to the SWOT analyzes you've done…in the exploratory stages of channel sales prep work.…You've got established relationships now…with channel partners, key accounts, and corporations.…Now you want to learn again what's working, what's not,…