The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales

CHAPTER NINE

Measuring and Paying for the Hybrid Sales Channel

Despite Henri’s dismay (bordering on disbelief), both Dominique and Jorge had given him relatively free rein to focus on growth over cost. The crux of the hybrid sales model is based on igniting growth, and growth creates money to pay for all sorts of new costs or expenses, especially when the growth is purely organic. Unfortunately, most of us do not have a C-Suite level strategic initiative or mandate to back this kind of a change. Many of you reading this book have the kind of critical finance team that we talked about earlier. These finance professionals view partner commissions as an expense, scrutinize duplicate commissions or costs, and work to maximize the most cost-efficient ...