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

February 23, 2017 Perks Channel

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│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 5 million users, Perks Channel takes the guesswork out of channel incentives and loyalty programs. Utilizing the Perks Science of Motivation methodology, we provide your business with the tools necessary to motivate the people who matter most to your organization. More than software alone, creating best-in-class channel incentive and loyalty programs requires an orchestration of the right strategy and program design to achieve your go-to-market objectives, as well as the right infrastructure and processes to streamline program administration.

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