Channel Sales Training Is Hard, But It Doesn’t Have to Be

by: Luke Kreitner November 19, 2018

Like 63.5% of companies you depend on distributors to increase growth through channel sales. But lately, sales goals have been missed, channel salespeople prefer to passively place sales orders, and your distributor’s goals aren’t aligned with yours. You’re frustrated, and feel like all your channel sales training strategies have been useless. Is it you? Is it your channel partners? Only you can determine this, here’s some help:

No matter how frustrated your company becomes with channel partner missteps, all roads lead back to you as the manufacturer or vendor executive. Your channel sales management strategy sets the pace for distributors. Each year you may exhaust resources to train channel salespeople in-person, believing that your intent to train well translates directly to sales, but causation simply isn’t a correlation.

Don’t continue on as usual with the hope that channel partners bump up sales on their own. Look to the channel partner training strategies your company developed to sustain sales performance. Look to how you communicate with your distributors, and how frequently. Starting with the why, makes it easier to rebuild mindshare. Suspect there’s other reasons your sales enablement tactics are failing? Read our presentation for more.