Channel Partner Excellence
Channel Partner Excellence

Develop and motivate profitable distributor channel business 

*** This is course is residential and the course fee excludes accommodation. ***

Overview
Selling through a team or an organisation that is not directly under your control presents special challenges. Learn how to train and motivate your channels to achieve outstanding results. Learn how to set performance standards and monitor results. Whether you are newly appointed or experienced, this very practical programme gives a wealth of ideas for achieving company targets. Case studies, lectures, role-plays, questionnaires and a unique ‘computer-generated’ simulation exercise combine to provide a stimulating and enjoyable two days.

Topics & Outcomes

Marketing and how it should be used to promote your business profitably
If you sell through a sales team that is not under your control, you face a tough challenge. You combine the roles of executive, trainer, diplomat, trouble-shooter, business advisor and marketeer. Learn/discuss the marketing model and how it can be applied. Understand how it can create influence for your products/service and how it can develop powerful outcomes for your distribution channels. You are their marketing partner and you need to understand how to use marketing principles to achieve your objective.

Channel management style types and channel performance categories
Understand how you manage. What’s your own preferred style and that of others? Learn to be flexible in managing different channel partners.
How to manage the ‘strivers’, ‘coasters’, ‘problem children’ and ‘stars’. Discuss different views. Understand and utilise various performance categories for each of your channels. Develop a personal development plan for each one. Different channel partners need different management approaches.

Financial principles
Learn the language of finance; fixed and working capital, profit and profitability objectives, ROI and margins. Learn about discounting and volume of business and how they are interrelated. You’ll manage more effectively by having a firm grip on the financial principles that underpin the objective of the relationship.

Motivating channel partners to achieve your objectives
Learn about motivation and motivating. Understand how to motivate your partner principal and their sales team. Understand the concept of priority need(s) and their satisfaction. Discuss and evaluate various motivational devices and transfer ideas directly to your own Action Plan. Develop a blue-print for immediate action once you leave the course.

Partnership selling
Recognise the differences between training on the job and joint calling. Learn what to do in the three key areas; pre call, during the call and post call. Learn how to coach through questioning skills. Avoid the pitfalls and headaches of getting joint calling wrong!

The challenge of training your channel partner
You’ll need a special set of skills to make your training ‘stick’! Learn how to create high levels of retention when you are running group-training sessions. Understand the professional training model and learn the techniques that make training, motivational, memorable, participative and fun!

Monitoring your channels
Why don’t channel partners do what they promise to do? Understand what KPIs are and how they apply in selling through a third party. Work through a practical example of KPIs and transfer ideas direct to your Action Plan. Understand how to set activity, as well as, result targets. Your lack of direct control means your monitoring must readily identify when things are not going to plan. We’ll give you template documents that illustrate best practice monitoring that you can adapt for your own situation.

Practical role-plays/action plans
Learn whilst practising the various skills of the programme. Self, plus group evaluation helps develop the learning points and generate Action Plans. An interactive, competitive computer simulation runs through the course that brings the key elements of the programme together in a stimulating and enjoyable way.

Programme high spots
- Some courses tell you ‘what’ to do - this very practical programme shows you ‘how’ to do it - and that’s what delegates find so valuable in the development of their accounts
- Business planning skills that provide an effective structure around the channel partner to pull through results!

Who will benefit?
Experienced, newly appointed and potential export/channel managers, as well as more senior sales executives seeking an in-depth appreciation of channel management.
 
Course Dates
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The course either has new dates in data loading, or is only run as a dedicated or In Company course.
Tools
 
Key Details
Provided by:
TACK International


 
Duration2 days
 
£1,050
per delegate