Establishing a representative council can be a fantastic way to harness the powerful experience and knowledge of your sales force — creating an environment that allows for your most important and influential channels to provide you with insight and ideas. This, in turn, will allow you to better understand the market, as well as create the structure, tools and energy needed to engage your sales force, and direct your efforts to what really matters (and motivates) them to help you grow sales together.

Background — Standing Up Channel Management

Alfa Laval’s Process Technology Division, whose U.S. operations are based in … Read the rest