Channel Sales Management Skills


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Most often when someone decides to become their own boss they only consider the two most common ways of getting into business for themselves.

1. Start your own business

2. Buy a franchise business

Starting your own business burdens you with a 98% chance of failure within three years plus all the inevitable growing pains, expenses, financial hardships and long hours. The second option of buying an “off the shelf” franchise provides a better opportunity for success but most owners have to invest a huge amount of startup capital in the business and hope to not only recoup their initial investment quickly but also grow to a profitable size before the franchisor opens another location close by.

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Business owners looking to attract independent sales agents or investment need to provide realistic numbers not the 30,000 foot view! 

If you have ever watched the TV show the Dragons Den you will have heard the potential investors crying out, show me the numbers.  All too often the entrepreneurs appear before the dragons to pitch their products with failed attempts to woo them with statements of grandeur.  The wannabe business people tell the panel of rich and powerful tales of billion  dollar market potential and explain plans to capture millions of dollars in sales and they only have to sell to a small fraction of this market.

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I was recently reading that sales agents and independent resellers abandon a product not because of issues with the product but because of the problems caused by the manufacturer or principal they must deal with.

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Today more than ever, companies are looking for a cost-effective sales strategy, while providing improved exposure to their products or services.  However most sales organizations still rely solely on the corporate directed “feet on the street” sales force, and opportunities may be lost as a result. 

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