Building a Channel Sales team is not an easy job and getting one running is even more difficult. It is not an impossible task though. Many larger companies already have the infrastructure and just need to align them correctly. Smaller companies may need to bring on a few key people to bring the team up to speed quicker.

Channel Sales Managers
The Channel Sales Manager or CSM is the spearhead of the team. Broken into territories, these are field based sales people that know how to manage key accounts. Besides being a …