I've reviewed a lot of distributor networks over 15 years

I've reviewed a lot of distributor networks over 15 years.

Here's what the underperforming ones have in common:

1. Partners selected on existing relationships, not criteria

2. No structured onboarding after signing

3. No QBR cadence. Or one that's a slide deck read out loud

4. Compensation aligned to volume, not the right behaviors

5. Underperformers kept for years out of loyalty

Here's what the top networks have in common:

1. A scorecard used at selection

2. A 90-day onboarding structure

3. A quarterly business review that actually moves deals

4. Compensation tied to the outcomes that matter

5. A clear process for removing partners who don't perform

The difference isn't the partners.

It's the management discipline.