Dell Channel Podcast: Managing sales conflict part 2: Dual compensation
27 July , 09:30 PM
A few weeks ago we blogged about a podcast interview with Erik Dithmer, GM for Small & Medium Business Americas, about how potential channel sales conflict is managed at Dell. So we thought it would be interesting to have the same conversation with his counterpart in Europe -- Aongus Hegarty, GM for Small & medium business in Europe. Rather than cover same ground, we took the conversation to another aspect of conflict management: compensation. The idea seems pretty simple…Dell sales people get compensated for deals made by channel partners. But exactly how does it work, and more importantly, what is the benefit to channel partners? Listen to a great interview with Aongus.
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