Selling through channel partners is a fantastic method of developing an unpaid yet effective sales team. This can work particularly well when selling in international markets, partnering with organisations that have a clear understanding of the customs, culture and the market space they serve can help you fast track success.
But there are pitfalls and quite often overseas agents may well represent numerous other organisations, very often your own direct competitors. They may not have the skills or resource to represent and promote your brand effectively and subsequently you might find that you have little effective representation within the key community you are trying to sell to.
The Agent/ Partner Development Programme is designed to help support channel managers get the best out of their chosen sector and selected partners.
Based on the Pareto principle that 80% of your business will come from 20% of your customers, this programme helps the delegate select the best agents to partner with and then looks at the benefit of providing an engagement or induction process to help launch and then bring up to speed, fully committed and fully trained agents.
|What will you cover?||How will you benefit?|
|Part 1 • Know your game and the goal||Reveals the emerging mindset, and core capabilities that you need to be a key channel influencer.|
|Part 2 • Understand agents and partners||Understand how changing partner business models impact channel strategy and your partnering relationships|
|Part 3 • Engage and influence||Practice core influence skills that will help you motivate partners to invest.|
|Part 4 • Accelerate partner productivity through ramping and development||Learn strategy and technique to develop your partners.|
|Part 5 • Lead||Create an actionable plan to develop and meet SMART targets.|
This programme can be run over a day and will be of particular benefit to those who are challenged with hitting sales targets through third parties.
Ask for a full proposal for your training, tailored to suit you. Inhouse training at your premises – £949 for a group of up to 12 ( ex travel). Including refreshments/certificate/manual.