How The Game Is Played!

Welcome to "The Channel Minute" Blog!!

As we head into the holiday season, many companies are deep into 2025 planning. And we all know what that means: higher quotas! So, how can you prepare to not just meet but exceed your quota next year? Lets explore how compensation at many tech companies work and how you can maximize your earning potential!

The Challenge: Quotas and Compensation

For most sales professionals, 2025 will bring higher quotas, meaning you’ll need to sell more just to earn the same commission as last year. Why? Because the quota and compensation system is designed to maximize company performance while limiting compensation expenses.

Many companies use a bell curve model to slot compensation into three categories:

1. Stars (Top 10-20%): Exceed quota and reap the rewards.
2. Core Performers (Middle 60%): Achieve within 30% of quota.
3. Laggards (Bottom 20%): Below 70% of quota.

If a company plans for growth, quotas inevitably rise. So, sticking to the same playbook as last year is unlikely to yield better results. It’s time to rethink your strategy.

Traditional Approaches: Pros and Challenges

Here are common strategies channel professionals use to tackle quotas—and their limitations:

1. Negotiate a Lower Quota
2. Sell Something New
3. Recruit New Partners
4. Enable a New Program

While valuable, these strategies may take too long to impact your 2025 quota retirement.

The Plan: Create 40 Active Sellers

The fastest way to grow channel revenue in 2025 is to transition your focus from Partnership enablement to creating active sellers and structuring target account engagements!

This might sound obvious, but it’s often overlooked. The key is to adopt new approaches and best practices to organize, educate, and equip these individual partner sales reps with a repeatable sales process designed for their success. To make the transition, you’ll need:

• To assess your partners and sellers sales impact potential
• Target developing 40 active seller prospectors a quarter.
• Enable a clear sales recipe (sales playbook) and target account mapping process.
• Develop compelling Incentives to motivate activity.
• A system for measurement and accountability to track prospecting progress.

Shifting to organizing, educating, developing and measuring active sellers is the fastest route to improved performance. Recruiting partners take up to 18 months for the process to bear fruit. Active seller enablement can create a productive seller in a week.

Don't Do What You Did Last Year!

Running the same program and expecting different results is where partnership leaders fail. If you’re a partner leader running an opportunistic fulfillment model or have made the leap to ecosystems but still need better partner-sourced revenue performance and a lower expense model with greater attribution. Why not consider exploring our MP3 Model and Mastering Partner-Sourced Revenue Training. Channel Force inc is delivering the first RevOps Driven-Structured Performance methodology and toolset made for today's partnering! The raining program is specifically designed to help you maximize your revenue performance in 2025.

We offer the most comprehensive partner GTM sales methodology on the planet solving some of the biggest issue in partnering. It’s time to evolve with the times and embrace a better way to drive revenue growth. The future of partnerships is here—are you ready to lead the charge?

Mastering Partner-Sourced Revenue Training

If you’re a Partner Account Manager, Director or Revenue Leader striving for better partner-sourced revenue in 2025, RevOps-Driven Structured Performance is the game-changer you need! Channel Force Inc. is thrilled to announce the launch of "Mastering Partner-Sourced Revenue Training."This a monthly four-week, four-workshop program equipping participants with the tools and skills to drive results. Here’s what you’ll learn:

1️⃣ Advanced Sales Skills

2️⃣ Territory Revenue Planning

3️⃣ Next-Generation Target Account Mapping

4️⃣ Sales Playbook and Strategy Enablement Fundamentals

5️⃣ Territory Management Techniques

6️⃣ Measurement and Accountability Best Practices

Participants will leave with a complete revenue plan and strategy for 2025. Unlike traditional, soft-skill-focused partner training, this program delivers the first true sales methodology tailored for partnering success.But don’t just take our word for it—here’s what participants are saying:

💬 Anton Silaev “I don't fall for hype, and I can testify with certainty that this is game changing.”

💬 Jen Tonisson “ I just completed a fantastic training with Channel Force Inc. where I learned how their MP3 system is revolutionizing partner-sourced revenue. Truly Innovative!”

Seats are filling up fast for our January cohort! Let’s connect, and I’ll walk you through the program details. You can also download a training over from the links in the comments section. www.channel-force.com