Article: The behaviors you should be incentivizing
By focusing on sales incentives for their channel partners, B2B channel marketers are incentivizing the goal (revenue) as opposed to the behaviors that result in the goal (e.g. product knowledge and marketing skill).
Your company needs to really ask itself what each member of its channel needs to do to help you reach your overarching business goals and increase sales. Behaviors should be identified based on this important question.
To find out more about optimal behavior identification, fill out the form below and read our latest article.