21st Century Channel Sales Managers

Introduction

In the dynamic landscape of business, channel sales management presents a multitude of challenges for organizations aiming to optimize their distribution strategies. The complexities of managing diverse channels, aligning partner objectives with company goals, and ensuring consistent performance often pose significant hurdles.

Furthermore, one of the prevalent issues encountered is the potential lack of a comprehensive understanding of the big picture among Channel Sales Managers. They may grapple with grasping the holistic view encompassing market dynamics, company goals, and the intricacies of partner relationships.

Channel Sales Management encompasses a wide array of concerns ranging from channel conflict resolution and partner performance improvement to effective communication and market differentiation. These challenges, if left unaddressed, can impede market expansion, erode partner relationships, and hamper overall sales growth.

Hence, there exists a critical need for comprehensive training initiatives that not only focus on the tactical aspects but also provide a broader perspective, empowering Channel Sales Managers to comprehend and navigate the interconnected factors influencing successful Channel Sales Management.

Learning Outcomes / Benefits

• To understand the vital functions of Channel Sales Management
• To develop effective techniques & strategies as a Channel Sales Manager
• To produce effective & successful Channel Sales Managers in the 21st century
• To use the right mindset in managing productive partners
• To implement the strategies in Channel Sales Management
• To increase sales revenue for the organization in your role as the Channel Sales member

Key Content

• Challenges in Channel Sales Management
• The Use of IQ Methodology
• Channel Sales Planning
• How to Strategies?
• Action Plan: Channel Sales MOCK Plan

• The Importance of Partners/Dealers
• Focus Strategies
• Importance of Engagement
• KEN Methodologies
• Action Plan: Strategic Plan

• Power of Questioning & Listening
• Build the Pain
• Build the Gain
• 3 C’s Methodology
• Action Plan: Building Effective Questioning

• PEST Strategy
• SMART in Planning
• Negotiation Skills
• Effective Communication Skills
• Action Plan: Teamwork

• Power of Back-Up
• Effective Team Plans
• Best Coaching Method
• Closed Engagement
• Action Plan: Let’s Do It

Target Audience

Channel Sales Managers, Sales Team Engaged in Channel Management, Senior Sales and Marketing Executives, Channel Partners, Resellers, Distributors, and Dealers.

Methodology

Case studies, facilitated coaching, trainer and peer feedback, games and activities, group discussions, classroom lectures, role plays, and simulations.