Let us say that in a Channel Manager's grid box, the major proportion of Channel Partners are of type Shining Star or Co-Star. This means that in the grid, 'competitive' box score would be high. This is an indication that the Channel Manager needs to fight a lot more for business from the channel. If, by nature, the person is not a tough competitor, then he / she may not be able to deliver optimal results.
When the employer sees a mismatch between the Channel Manager's personal profile (based on experiences / appraisal) and the Channel Manager's Channel Profile (based on the grid), then it is an advance warning that either the Channel Manager's performance will be sub-optimal, or he /she is likely to move on.
By using the grid for optimal allocation of Channel Partner responsibilities between Channel Managers, the company can get the best results out of its channel.
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