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Channel Sales Training

Develop Channel Partners Business and Relationships Effectively

For organizations that use indirect channels 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 maximize channel partner sales results.

Channel Partner Management Training Program

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 program 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 organizations.

The result of Channel Partner Management is a more successful channel sales organization with higher levels of sales productivity, more efficient use of channel support resources, and more profitable business.

Channel Partner Management Training Program Learning Objectives

Designed to develop critical skills for working effectively with channel sales partners, Channel Partner Management enables sales professionals to:

    • Identify and recruit the right kinds of partners
    • Analyze partners and identify their relative strengths and weaknesses
    • Work more effectively with channel sales partners
    • Prioritize partner sales activities and optimize use of company support resources
    • Identify hidden issues impacting partner performance
    • Jointly plan and set realistic expectations for partner performance
    • Earn trusted advisor status with channel sales partners

Channel Partner Management Training Program Business Benefits

Upon completing the training program, 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

Program Delivery

Channel Partner Management is a highly interactive program, designed for any sales professional who must build and manage a portfolio of channel partners, and maximize their sales results. It is modular and can be tailored to the unique requirements of each client.

The program is available in the following modalities:

Want More Info?

Complete the form and a team member will be in touch within 24 hours. If you need immediate assistance call us at 800-526-1650.