You can turn an indirect channel into a remarkably productive sales team. Make your products easier to sell to become a high sales priority for your channel.
When I first engage with existing international sales channels, I find most are suffering from lack of information, support, and not spending enough time selling my client’s products. I have had repeated success by installing these four initiatives that you can implement yourself.
Share good information with the reseller
Keep the indirect channel up to date with product and competitive information. Prepare them to sell in the same way as your direct sales team. Include them in sales training, product training and product roll out events. Give them access to the same technical and marketing support as your own sales employees.
Many of my clients invite their resellers to company-wide meetings and include them in corporate conference calls and events. These events enhance communications with headquarters and form relationships with the people who will support them.
Local salespeople usually have the most up to date competitive information and regional trends. I ask the resellers attending sales meetings to present local trends, one win, one loss, and what they learned from their experience. This information illuminates what is working and what changes need to be made to help them.
