Another common objection I hear is that the company executives believe they already have "alliance" and "strategic partnerships."
I would agree: they do. But what is the outcome of that?
But the questions in terms of assessing their success are pretty simple:
- Do you receive leads, say, at least five per quarter per sales person?
- Do you have weekly metric reviews of the mutual exchange of leads?
- Are your reps in the field exchanging "field-level information" about different accounts?
- Do they understand the basic question to ask prospects to find deals for you?
- Is there an effective, consistent, and measurable incentive-system in place?
Without putting something like that in place, it is often very difficult to successfully have a true revenue-generating alliance.
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