Increase your chances of success
Developing effective sales channels and partner programs are an effective way of accelerating growth.
There are two elements to a great channel program.
Partner Business Managers who deliberately develop business not simply manage relationships.
Working with commited channel partners who develop a shared plan with your team and invest in the development of their own team to drive your products to market.
The sales process that work for end user teams can be applied to Partner Management teams. The formal business review element being of particular importance.
Sales enablement programs for channel partner sales teams should go beyond one off training events. The principles of the Ebbinghaus Forgetting curve still apply.
Hermann Ebbinghaus was a German psychologist who pioneered the experimental study of memory. Ebbinghaus discovered the forgetting curve and the spacing effect.
