← Back to all books
Channel Sales: A Complete Guide
by Gerardus Blokdyk
Published: 2021
Recommended by Books of the Channel
Categories: go to market, partnerships, sales
Why should you read it?
This is a useful book if you are trying to bring structure and clarity into how your channel actually operates. Many partner programs struggle not because the strategy is wrong, but because execution is inconsistent, opaque, or simply not measured. This guide helps you step back and assess what is really happening across your channel motion, from partner readiness to internal processes and performance tracking. It is particularly relevant for practitioners in operations-heavy roles or for teams that need a baseline to understand where they stand before making improvements.
What is the book about?
The book introduces a structured self-assessment approach to channel sales, built around a set of diagnostic criteria and scoring models. It guides the reader through evaluating different aspects of a channel function, including planning, execution, performance measurement, and continuous improvement. Using questionnaires, scorecards, and maturity-style frameworks, it helps organizations identify gaps and areas of inefficiency. The overall approach is grounded in operational excellence principles, focusing on standardization, measurement, and repeatability rather than on ecosystem strategy or partner-led growth design.
Best takeaway
A key idea from the book is that you cannot improve what you cannot clearly see. Most channel programs operate with limited visibility into how partners perform, where processes break, or why results are inconsistent. By applying structured diagnostics and consistent measurement, you can uncover hidden gaps and create a more predictable and scalable channel operation.
This is a server-rendered version of https://www.booksofthechannel.com/books/channel-sales-complete-guide. Enable JavaScript for the full interactive experience.