In physics, we learned that friction occurs when two moving surfaces rub against each other, generating resistance that slow or stops their progress. This is a good metaphor for what happens in the sales channel. Channel friction occurs when difficulties for doing business between a manufacturer and its sales partners get in the way of profitable partnerships, or lead them to dissolve entirely.
What we've learned in physics can easily carry over into the sales world. A certain amount of indirect sales channel friction is bound to occur, but it can be minimized and managed with the right strategies. The following four best practices are built into all well-engineered, smoothly-functioning, profitable sales channels.