how to nurture channel sales champions

How to Nurture Channel Sales Champions

By Jen SpencerVP of Sales and Marketing

https://www.linkedin.com/in/jenspencer

@jenspencer


I Learn At My Pace, Not Yours

• When onboarding or training new partners, all sales reps with that partner are treated equally — and this is where reps may experience a disconnect.

• you’ll find that just as you have a mix

of seasoned reps and green up-and-comers within your direct sales team, your channel partners’ reps also follow suit.


I Need Experiences• You can very easily connect all

of your sales reps with each other via collaboration tools that allow them to share their experiences with each other and obtain feedback to make them more effective.


I Have No Patience• Adopt a software platform that

all sales reps will actually want to use. Anything subpar will be a gigantic waste of time and money – because no one will use it


I Want to Know How I Will Be Recognized & Rewarded

• Friendly competitions among the team have been known to push people a bit in the right direction. So, make sure you take these approaches into your channel.

• Providing a leaderboard that shows reps where they sit in comparison to both goals and to each other

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