When you want to encourage your team, you use a variety of tactics that will motivate them. Your main priority is to get them to focus their attention on the values of your company and the goals you have set.
Some of your business goals may include improving customer service or sales performance - you want the team to keep these goals and principles in mind when connecting with customers.
However, you will take a different approach when it comes to channel partners. Channel partners will require a different approach than your staff. Channel partners will require services and products that can be sold quickly so profits can be made instantly. Channel partners need to be inspired to sell services and products, especially in this competitive and high-pressured environment.
There should be a significant amount of attention on making sure the channel partners are receiving incentives so they can concentrate more on what is being offered. When they are able to concentrate on what is being offered, they will be able to provide a higher service when they are selling the products and services.
Create Mutual Benefits
Channel partners need to be engaged at all times, and one of the best ways to do this is by developing a plan or strategy. Thankfully, there are many ways channel partners can be engaged, including the following:
- Provide training and educational resources for channel partners so they will have the confidence to sell a product or service. When channel partners are educated on products and services they will be able to communicate freely and easily.
- Offer incentives to the channel partners who are performing well. The incentives can be offered based on different levels of success.
- Develop a platform that will contain incentives, online learning, company goals, etc.
Develop Strong Relationships
If there is going to make an impact and get the message across, strong relationships will need to be created. Making consistent contact will keep your products and services in everyone's memory, and this will provide opportunities to understand the channel partners. We mentioned incentives earlier, and using incentives can provide you with many opportunities to connect with the partners in a positive manner. Creating relationships can be a win-win situation for both sides.
Make it Easy for Partners
If channel partners were asked if they would rather be in a situation where they were presented with easy sells or hard sells...everyone would choose easy sales. In a competitive and crowded industry, channel partners will appreciate it when things are made easy for them because they will be more likely to sell more products. Channel partners should have everything they need to sell a product or service. When channel partners have a smooth path, they will be more encouraged and motivated to work hard.
When there are multiple channel partners working towards a common goal, more opportunities will be created to get your products and services into the hands of those who need it. We also understand how difficult it can be to create strong and long-lasting relationships when there are more channel partners to connect with. This is why it is important to make sure the entire time has the resources and support to manage the partners.
Having a channel that is properly managed and is motivated every day to sell products and services is the perfect way to set up a workplace for success. Consistent communication and strong relationships can lead all of your channel partners to caring more about the business and performing well at all times.
For more information on channel sales, please look through our Partner Portal and review all the resources CallTower has to offer their partners: