Sales productivity is the number one challenge for nearly 65% of B2B organizations, according to The Bridge Group. For someone who’s been in the industry for years, perhaps this comes as no surprise. Regardless, when you factor in channel partners who work in various capacities—and for numerous organizations—we bet that optimizing and maintaining productivity is undoubtedly at the top of your organization’s list of priorities. At its core, sales productivity translates to maximizing results while minimizing expended resources. And with channel sales, this means putting your partner reps in the best possible position to sell for your organization. Need help improving sales force productivity? Don’t fret. Instead, consider these three easy steps. 1) Treat Them As An Extension of Your Sales Force Finding new channel partners is a relatively simple task. Onboarding and training them, however, is a different story. And one of the biggest mistakes that a company can make is sharing limited information with their partners. Let’s face it. If you can’t trust your partners, they shouldn’t be in your channel in the first place. When you bring on new reps, you can’t just toss them in the deep end and assume they already know how to swim. It’s imperative to consider your channel as an extension of your sales force. Unlike your internal sales force, your channel has other things on their plate. Whether you like it or not, chances are, they’re selling for a direct competitor. If they struggle to get information from you, they may…
Read More: Improving Channel Sales Force Productivity in Three Easy Steps
