bpo future forward: 6 ways to drive an effective channel incentive program

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@Infosys_bpo #SCM 6 ways to drive an effective channel incentive program THE SALES AND FULFILLMENT (S&F) SERIES

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Page 1: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

@Infosys_bpo #SCM

6 ways to drive an effective channelincentive program

THE SALES AND FULFILLMENT (S&F) SERIES

Page 2: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

@Infosys_bpo #SCM

Enhancing sales efficiency is the top priority for every enterprise and one of the best ways to motivate the sales force is through efficient channel incentive programs. Here are 6 ways to ensure

that these programs are well-timed and well-managed.

THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

Page 3: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

@Infosys_bpo #SCM

1

Start by bucketing channel

management activities like

research, design and launch into

decision-, action-, and data-oriented

categories

2

Outsource processes like program training so sales teams won’t dilute their focus on their core activity –

product sales

CONSOLIDATE ANDSTANDARDIZE

STREAMLINEPROCESSES TO REDUCE

NON-CORE WORK

THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

Page 4: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

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3

Channel partners need to be informed

about events, promotions, product catalog changes, and payment delays in a

timely and consistent manner

4A dedicated channel incentive team can provide proactive

and reactive support by directly engaging

with partners, communicating with

the right stakeholders, and

increasing awareness about

programs and events

COMMUNICATECONSISTENTLY

CREATE A DEDICATEDSUPPORT TEAM

THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

Page 5: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

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5Technology

solutions help automate activities

in areas like calculations, issue resolutions, and

reporting. For example, a

knowledge bank along with a

self-service portal can optimize query

management

6

Use analytics to better understand

products, programs and market needs – this will help speed up decision making

and program deployment

INVEST IN TECHNOLOGYAND TOOLS LEVERAGE ANALYTICS

THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

Page 6: BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

@Infosys_bpo #SCM

FIND OUT MORE

READ

Blog post

READ

White Paper

Network with industry leaders at InfosysBPO.com/community

InfosysBPO.com/BPOFutureForward

VIEW

Infographic

THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program