High Performance Channel Management
The Five Pillars of Channel Management will help you excell with your partners!
Five Pillars of Channel Management
The purpose of the Five Pillars of Sales Management is to help Channel Managers resolve some of the most challenging issues related to effectively manage partners.
1. Territory Portfolio Optimization
- Partner rating system
- Current territory analysis
- Key metrics
- Gap analysis
- Impact on gap through partner re-engagement
- New partner needs identified
2. Partner Engagement and Recruiting
- Build partner Value Proposition
- Partner “power line” analysis & building relationships in the right places
- Interviewing
- Agreement to Mutual Success Plan
- Rating the result
- Gap analysis revisited
3. Partner Management
- Partner management plans
- Define goals & expectations
- Determine actions, owners, dates, frequency, contacts
- Partner manager and seller development plans
4. Tactical Field Management
- Opportunity assessment
- Pipeline and forecast management
- Partner management and development
- Partner relationship review and becoming a Trusted Advisor
5. Field Adoption
Ensure that sales managers immediately apply training to real-world opportunities, pipelines, and seller skill development:
- Ensures long-term effective coaching
- In turn, ensures long-term metric-based performance improvement by sales professionals
Testimonials
These metrics, including as high as a 647% increase in sales, are quite compelling, and reveal the value of and retention from the certification programs.
Online Training
Our online training courses offer many benefits. You can learn up to 5X more, achieve higher retention, and learn at your own pace.
Instructor Lead Training
Our courses can also be provided in a "blended" fashion, which combines online with instructor-lead training, or instructor-lead workshops.
Ready to get started?
Get in touch for even greater success
%
Increase in Product Sales
%
Improvement in Performance Metrics
%
Increase in Pipelines
%