bpo future forward: 6 ways to drive an effective channel incentive program
TRANSCRIPT
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6 ways to drive an effective channelincentive program
THE SALES AND FULFILLMENT (S&F) SERIES
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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
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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
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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
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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
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THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program