What is Channel Conflict?
Channel conflict is what happens when your partners end up competing against each other, or even against your own direct sales team. For example, if a partner and your internal salesperson are both trying to sell to the same customer, that’s conflict. This can create tension, hurt relationships, and confuse customers. The best way to avoid it is to have clear rules of engagement, like a solid deal registration program. This ensures everyone knows their lane and can work together to grow the business without stepping on each other's toes.