Channel Training and Development:  The Four Cornerstones Of A Successful Framework

Posted by Kellie Auman on Nov 7, 2017 10:05:00 AM

Deploying training to your distribution channel is complicated. As explained before, it requires rigid processes, proven methodologies, and company-wide support. Not to mention a lot of hard work!

Topics: Channel Partner Training, Channel Partner Certification, Measuring what matters

An Efficient Onboarding Process Can Improve Channel Partner Sales

Posted by Kellie Auman on Sep 12, 2017 11:10:00 AM

The “honeymoon” period with channel sales partners doesn’t last very long. At first, they might be excited about the opportunity to sell your products and they foresee a profitable relationship with your company. As the relationship progresses and there are barriers in place to new channel partners reaching their customers with your products, they will quickly get frustrated and start to wonder if they made a mistake choosing to sell your brand.

This is a classic case of lost mindshare with your partners. Because your company is difficult to work with, channel partners naturally turn to competing brands with easier processes for communication and collaboration. There are ways to get them back (by optimizing the indirect sales channel for increased sales), but the bigger issue is understanding how you lost them in the first place.  Here are ways to avoid that experience.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, mindshare

The Importance of Training and Certification In The Sales Channel

Posted by Kellie Auman on Sep 7, 2017 12:05:00 PM

We don’t need to tell you that training and certification are vital to a healthy channel ecosystem – truth is, many sales channel managers misunderstand just how important these elements are.  Training and certification aren’t simply a matter of “making sure the sales reps say the right things.”  Your training and certification program is also key to maintaining a high level of mindshare among your partners and their staff, as well as encouraging them to continue towards higher success. Great training courses are really just the first step.  A well-implemented sales channel training and certification program can do far more.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, channel certification training, certification in channel

Making the Best of Post-Sale Interactions

Posted by Kellie Auman on May 18, 2017 1:15:00 PM

The end of the buyer’s journey is just the beginning of a new journey.  A common theme we see in our work with various indirect sales ecosystems is a tendency to treat the buyer’s journey as though it’s over as soon as a conversion happens.  This is particularly true for partner sales departments who are solely focused on conversion numbers, causing them to sometimes drop new customers to immediately go looking for fresh leads.

However, this can be highly disorienting for new customers, particularly those who have grown accustomed to working with a particular salesperson.  In addition, taking this attitude can often reduce opportunities to generate more sales following the initial conversion.  We strongly encourage our partners and those we work with to keep their sales teams involved in customer interactions, for several reasons:

Topics: Channel Partner Training, Channel Marketing Strategy, buyers journey

Webinar Highlights: Channel Certification & Enablement: Best Practices – Part 2

Posted by Kellie Auman on May 11, 2017 1:05:00 PM

Welcome back!  This is the second blog summarizing our recent webinar, Channel Certification & Enablement: Best Practices, featuring Paul Tobin from ChannelSAGE, and LogicBay's CEO, John Panaccione. The full webinar is available here, and includes some great details -as well as a tutorial video.

In Part 2 of our webinar highlights (you can find Part 1 here), we’re going to talk about more practical matters surrounding certifications:  How to enforce them, how to manage and track them, and how Partner Relationship Management (PRM) software makes it easy.

Topics: Channel Partner Training, webinar, channel certification training, certification in channel

Webinar Highlights: Channel Certification & Enablement: Best Practices – Part 1

Posted by Kellie Auman on May 10, 2017 11:50:00 AM

We were proud to recently host a learning webinar, Channel Certification and Enablement: Best Practices.  The webinar provided insights from Paul Tobin from ChannelSAGE, and LogicBay's CEO, John Panaccione. Both presenters specialize in supporting indirect sales channel partners.

Key Topics include:

  • What is certification?
  • Why certify?
  • Who should be certified?
  • How do I structure a certification?
  • How do I enforce compliance?
  • How do I measure and manage certifications?

In this first blog, we’ll cover the basics of what certifications are, why to implement them, and how they can be structured.  In Part 2, we’ll talk about more practical matters of implementation.

Topics: Scale Your Channel, Channel Partner Training, partner enablement, webinar, channel certification, what is channel certification, certification in channel

Enabling Your Partner Sales Reps Through Training & Certification

Posted by Seth Jacobsen on Feb 23, 2017 3:50:00 PM

Today, one of the most critical aspects of B2B sales is simply being able to keep up with changing buyer behavior.  Between the pace that new technologies are altering sales processes to changing buyer demographics, the entire nature of the sales cycle is evolving. That affects salespeople as well as buyers.

One of the best ways to keep your partner sales reps prepared for these changes is through the delivery of training and certification programs.  The challenge is setting up the right training materials in such a way that they’re appealing to those that need to take it.  Rewards and incentives can only go so far.  If partner sales staff (or your own) see your training modules as a waste of time, or as interfering with their own productivity, they’ll likely skip it entirely.

The balance lies in creating a program that combines the right tools to make your partners more effective, while encouraging their ongoing participation.

Topics: Optimize Your Channel, Channel Partner Training, sales training, partner enablement

Keeping Channel Partner Mindshare

Posted by Seth Jacobsen on Mar 15, 2016 11:00:00 AM

There are a lot of different partners a channel manager might need to oversee, but today, we wanted to focus specifically on those partners who work with many other vendors - including your competition. These are some of the most critical partners in your ecosystem, because it's entirely up to them how hard they push your products or services.

Keeping good mindshare with these partners is essential, because that's the biggest thing that dictates how much emphasis they put on your offerings. Are you the first name they mention to their interested clients? Or are you just one more brand in a catalog full of them?

Topics: Channel Partner Training, lead management, mindshare, rewards

Partner Relationship Management Playbook [Infographic]

Posted by Seth Jacobsen on Sep 15, 2015 7:30:00 AM

For many best-in-class manufacturers, a sales channel “playbook” consists of a Partner Relationship Management (PRM) system that allows the “coaches” (CMOs & Channel Managers), and “players” (channel partners and dealers’ salespeople, service techs, parts experts and others) to perform at their very best. With the right blend of smart coaching, great players and a strong playbook, your channel team will be set up to make a title run of its own.

Topics: prm, channel partner collaboration, partner relationship management, Partner Portal, Channel Partner Training, Sales Productivity, channel management software, best practices, PRM Best Practice

Promoting Partner Collaboration via PRM

Posted by Seth Jacobsen on Sep 13, 2015 7:30:00 AM

Many challenges we face within our organizations can be traced back to one root cause: ineffective communication. This in turn leads to poor collaboration, which leads to fewer sales, lower profits, and even lower morale. For companies that provide goods and services through an indirect sales channel, these challenges are magnified. So, what’s the recipe for improving communication between channel partners and ensuring a unified, collaborative effort resulting in across-the-board increases? A technology platform that promotes feedback and improves the quality and frequency of communication is critical to helping you achieve the results you desire. 

Topics: channel partner collaboration, partner relationship management, Channel Partner Training, Sales Productivity, channel management software, PRM Best Practice, Partner Collaboration, channel management, Channel Conflict, channel partner engagement

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