Your sales teams have all they need to survive in the jungle, but what about your channel partners?
When companies hire salespeople a lot of thought and effort goes into their training and the onboarding process. They are told exactly what is expected of them and given the support and tools to achieve those goals. Examples include having a marketing team to support their collateral needs, being provided with refresher training, and market trend updates.
However, for channel partners it is all about survival of the fittest, and that isn’t right.
Channel partners are often left to fend for themselves. At the time of recruitment they are provided with a short induction session and are then saddled with a bunch of sales and marketing materials, process documents and expected to become revenue drivers for the company within a few weeks or months. End result: another failed channel relationship.
Give your channel partners what they REALLY need: A guided sales process.
Giving your channel partners a guided sales process helps them sell more effectively. A channel sales playbook is the foundation of the guided sales process. Sales playbooks are a systematic organization of all marketing and sales assets and data that your channel partners will need to push your product/service. Playbooks help your channel partners wrestle the 3 big gorillas of the sales jungle — the what, when and how of prospect communication.
