Managing sales conflict is a critical issue in the channel. This podcast is an interview with Aongus Hegarty, GM for Small & Medium business for Dell in Europe. One of the many ways Dell manages sales conflict with the channel is something called Dual compensation. The idea seems pretty simple…Dell sales people get compensated for deals made by channel partners. But exactly how does it work, and more importantly, what is the benefit to channel partners? Listen to a great interview with Aongus. (9 minutes)