You’re always looking for ways to optimize your partner’s sales efficiency. And sure, you facilitate success between your company and its partners. However, you’re equally invested in managing your partner sales productivity.Conceptually, channel sales enablement is pretty simple, right? It’s about ensuring partner reps are in the best possible position to maintain and grow revenue.But how do you improve your partner support in an industry where indirect sales reps are typically treated like an afterthought?To help, ask yourself these questions. 1) Are You Mitigating Channel Conflict? Much like housing two betta fish in the same fishbowl, when multiple channel partners begin selling the same product in a market with different pricing, conflict arises. And while the outcome may not be as drastic as the fishbowl scenario, this conflict can, and should be, avoided.How so?As with your direct sale team, the answer is visibility and process. Channel software should utilize workflows and a CRM integration for lead registration and approval. It should reward reps for registering deals via gamification. And it should offer a unified platform that manages progress. 2) Are You Providing Access to Performance Management Tools? Like any ambitious professional, sales reps enjoy immediate, consistent feedback on their performance. Your channel software should allow you to establish, measure, and manage sales productivity performance indicators—and it should be able to share that data with partner reps to ensure transparency.Robust, integrated software should aggregate data so you’re able to run performance reports on partners. Additionally, it should…
Read More: 4 Ways to Gauge Your Company's Channel Sales Productivity
