From the course: Sales Channel Management
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New channels and global opportunities
From the course: Sales Channel Management
New channels and global opportunities
- Your sales channel plan is working as you would hope. Sales projections are coming in as forecast, and there's even some upside. The marketing team is in sync with your sales staff, channel partners, and key accounts. Even the finance team is smiling when they review the profitability of the channels. We should all be so fortunate to experience a business review meeting like that on a regular basis. Amidst all of that good news, what happens next is something I pretty much can guarantee, someone will say, "What's next? "What additional channels can we go after? "How about we expand globally?" In my career, I've heard those lines more than a few times, and I've also seen more than a few mistakes made because of the optimism based on current results in existing channels. For whatever reason, there's a feeling that expanding the business in the new channels and even globally, can happen quickly. Some corners are cut because we're confident we learn so much implementing the original…
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