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Should every partner have a CAM?

Every qualified partner should have a CAM who either calls on them in person or by phone. Consistent with Pareto’s Rule, 20% of your partners will give you 80% of your results. The other 80% should have someone to contact for any assistance they may occasionally need. Within the 20% of productive partners are the highest performers, or those with the greatest potential, who should have a personal CAM. The rest should be serviced from an inside support team. Ask yourself, how many productive salespeople would you leave without a manager?

Laz Gonzalez

Laz Gonzalez is Chief Strategy Officer at Zift Solutions. A prominent industry analyst and thought leader, Gonzalez brings unparalleled channel expertise to Zift and has served as strategic adviser to leading B2B channel programs worldwide.

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