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Best Practices in Channel Account Management: The CAM as a Coach

The role of a CAM, which is to manage, motivate, and collaborate with channel partners in driving sales, is quite different from that of an Account Executive (AE). Whereas the AE has a direct relationship with end-user customers and has direct control over achieving quotas, the CAM depends on the channel partner’s performance to achieve his/her quotas. Therefore, the skills required to achieve KPIs through persuasion and collaboration are paramount if a CAM is to be successful. This is akin to the art of coaching – persuading partners to take the right initiatives while providing the motivation, tools, and resources to achieve agreed upon KPIs.

About the Author

Perks WW Channel Experts

Perks WW Channel provides services and software to help you engage your B2B and indirect channel partners to improve sales effectiveness. With a listing on the Salesforce AppExchange and a global user base exceeding 9.25 million users, Perks WW Channel takes the guesswork out of channel incentives and loyalty programs. Our solutions empower leading global enterprises with the sales and marketing programs they need to produce a competitive advantage through their indirect sales channels. The available solution set encompasses the three most critical areas to optimize indirect channel performance: marketing enablement, incentive management and global managed services. We provide these services to some of the most influential companies in the world, all backed and supported by years of expertise.

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