Channel Partner Management Training
Train your team to proactively manage channel relationships to maximise revenue
Define channel partner roles to more effectively manage relationships
For organisations that use indirect channel sales partners for all or part of their revenues, Channel Partner Managers (CPMs) play an essential part of those companies’ success. Unfortunately, in working with our clients, we find that the role of the CPM is often defined too vaguely. Without clear guidance, a CPM will spend too much of their time simply reacting to partner requests, instead of working proactively to develop and maximise channel partner sales results.
Channel Partner Management Training Programme Overview
Channel Partner Management (CPM) is a methodology designed to help channel partner managers to develop and manage a portfolio of partners to generate higher levels of sales results. The programme provides repeatable methods and tools, and develops the skills required to effectively identify and recruit channel partners, jointly plan for partners’ growth and success, and significantly improve the level of relationship with channel partner organisations.
The result of Channel Partner Management is a more successful channel sales organisation with higher levels of sales productivity, more efficient use of channel support resources, and more profitable business.
Channel Partner Management Training Programme Business Benefits
Upon completing the training programme, your sales team will experience the following business benefits:
- Sell more business to, with and through channel partners
- Increase mindshare of channel partners for selling company solutions
- Higher partner productivity
- Increased profitability
Key Areas of Content
Recruit and Onboard Productive Partners
Channel Partner Managers can improve revenues by identifying, recruiting and onboarding the right partners. We provide methods and tools to help Channel Partner Managers evaluate potential partner candidates, and to determine where to focus to ensure a smooth and effective onboarding process.
Develop Plans for Channel Partner Success
Partners use a variety of go-to-market methods that requires different types of joint planning and programme development. We provide planning tools and templates, which can be tuned for different types of partnership programmes, to ensure clear identification of goals and expectations, rules of engagement and joint activities for achieving desired results.
Manage and Grow Channel Partners Business
To grow channel sales results, Channel Partner Managers must interact with partners in ways that create mutual value and raise the level of relationship over time. We teach refined methods and techniques for preparing and executing partner coaching and development dialogues, and for managing performance of joint partnership plans.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.