Keep Right Blog

Navigating Through Job Responsibilities

Recently I had cause to reflect on those who have to navigate their way through job responsibilities on a day-to-day basis.  Channels jobs, in particular, can be nebulous, especially when delineating between sales and marketing functions. 

So here are five tips to ensure your channels resources get to end-of-job with minimal distraction:

1.  BEGIN WITH THE DESTINATION. Forget the title and determine what is the end game, or objectives, for each discrete channel role on a quarterly basis. Channel sales people are incented typically to achieve a revenue goal, but others may be chartered with recruiting and/or onboarding new partners.  Be clear about what defines and delineates the various channel roles, be it sales, partner marketing, channel operations, strategy, or program development.

2.  CREATE THE MAP.  Once you’ve defined the end game, work backwards to define the day-to-day activities and initiatives that will ensure the destination is reached. Most people agree that the end game for a channel sales manager is revenue, but activities which drive revenue, like effective account management and ensuring partners are well-known to the sales force may be overlooked.  Again, this means that your channel sales team may not be just incented to hit a sales target number, but may have some qualitative objectives to achieve on a regular basis. Like going on a trip, there will be various ways to reach your destination, how you get there will be different for each role.

3.  PAUSE TO CHECK PROGRESS AND RECALIBRATE ON A REGULAR BASIS. Don’t wait until the end of the quarter to see how your channels team is mapping to their objectives. Develop a regular cadence of checkpoints to understand and remove obstacles that take respective channels people off course. This feels contrary to many “run fast” company cultures, but ultimately, saves time and dollars from the discovery of a wrong turn too late in the game.

4.  ASK FOR DIRECTIONS. Yes, I know this is not in the DNA make-up for some of you, but in the spirit of operating a nimble, responsive channels team, sometimes asking your partners and/or product management for their two cents about the most effective route to market pays dividends.  Not only does asking for input result in new ideas on occasion, it maximizes the chances that your constituents are vested and on-board with your plans.

5.  LIVE AND LEARN. Some find the idea of a quarterly regroup and/or frequent checkpoints on objectives too cumbersome or time-consuming, and they certainly can be if they turn into all day meetings for which hours are spent preparing the Powerpoint.  Instead, consider a meeting for which each team member comes prepared to list the top three things they did right and on what they would like to improve for the next quarter.  Reflecting to learn does not have to be painful.

Which of the above do you need to implement to ensure your channels team is not directionally challenged and can traverse effortlessly through the coming 2014 fall planning season?

September 10, 2013  ·  

13 comments so far. (Post your own)

#2 | On October 28, 2017, elizabethrboatright said:

The post is really amazing. It has many helpful information which is written in a simple and meaningful way. thank you for sharing this article. The content is honestly written. This blog is always sharing useful facts. Keep sharing more posts.

#3 | On February 14, 2018, papas games said:

Papa cooking is the link to learn the way of cooking for different food items here you can all these things in gaming papas games please after played it give me your opinions.

#4 | On March 22, 2018, Abigail Peyser said:

When you are doing job then there are a lot of responsibilities on you and you must filful them to make your career. I urgently need research paper and my research is about the job responsibilities, so please help me I am so much worry.

#5 | On May 11, 2018, John trhe said:

#6 | On September 06, 2018, shine said:

This is very interesting, but it is necessary to click on this link:  123movies

#7 | On September 06, 2018, shine said:

Why do only so much written on this subject? Here you see more.  fmovies

#8 | On September 06, 2018, shine said:

Amazing, this is great as you want to learn more, I invite to     This is my page. putlocker

#9 | On September 06, 2018, shine said:

I like to recommend exclusively fine plus efficient information and facts, hence notice it: 123movies

#10 | On September 13, 2018, Asuna xing said:

mafia city is basically a property management sim, and the graveyard is the most important part of the game.

#11 | On September 25, 2018, shine said:

I wanted to leave a little comment to support you and wish you a good continuation. Wishing you the best of luck for all your blogging efforts. international virtual number

#12 | On October 03, 2018, shine said:

I have bookmarked your website because this site contains valuable information in it. I am really happy with articles quality and presentation. Thanks a lot for keeping great stuff. I am very much thankful for this site. business plan books

#13 | On October 20, 2018, shine said:

Make the most of mainly premium substances - you will find him or her for: traditional toys

#14 | On December 01, 2018, Jorge Armstrong said:

Amazing sharing, thanks for sharing with the online community. epsxe apk

Add Your Comments:

Name: (required)

Email: (required: will not be published)


Remember my personal information

Notify me of follow-up comments?

Submit the word you see below: