TRAINING TO EMPOWERING YOUR CHANNEL PARTNERS AND IMPROVE YOUR SALES

Posted by: Juliette Denny | 25 March 2010 | Channel portals / LMS

The key to making your partners' (and your own) salespeople more effective is to provide them with the information they need, in a structure that they can understand, and in a concise format.
You need to tell them what your proposition is, why customers want it and what benefits it provides.
You need to identify the types of customers who will buy, what drives them to buy and who are the likely decision makers.
You must be frank about your capabilities and how you fare against the competition. Tell the salespeople where your strengths lie, and forewarn them about areas of weakness.
Let them know what to expect – what sort of deals will they get into, how long it will take to close a sale – and where they can seek further assistance.
Finally, consider getting this done by experts who are external to your organisation. It is unlikely that your own staff will have the time, the skills or the level of detachment necessary to do a good job.

Acco