Building performing channels using leading practices and web solutions
Ensuring your sales people and your partner channels are fully enabled, and operating within a structured, motivational and progressive partner program that embraces the latest web solutions, can significantly improve business results. This free Scorchsoft eGuide explores how.
In summary
Sales enablement is the work of making sure the people and partners who sell for you are prepared, motivated and equipped to do it well. This Scorchsoft eGuide explores how leading practices and web solutions - partner programs, partner portals and integration - build enabled, motivated and progressive channels that win more business.
Key takeaways
- Business performance correlates directly with how well your sales personnel, ecommerce and partner channels sell your products.
- IDC research found only 43% of buyers rated their sales reps as very or extremely prepared for the initial sales meeting.
- Savo found 90% of content created for sellers is ignored, and 74% of sellers re-write it or create their own.
- A structured, motivational and progressive partner program rewards top partners and motivates the rest to aspire to higher tiers.
- Online technologies - partner portals, lead tracking and order-placement integrations - underpin successful enablement.
Enabled, Motivated, Progressive & Performing Channels
The success of your business will directly correlate to the performance of the sales personnel, ecommerce and partner channels that sell your products, services and solutions.
Ensuring your sales people and your partner channels are fully enabled and operating within a structured, motivational and progressive partner program that embraces the latest web solutions can significantly improve business results. However, recent studies have shown that enablement is still not being achieved in many companies:
- Only 43% of buyers rated their sales reps as very or extremely prepared for the initial sales meeting. Research by IDC, as detailed by B2B Marketing Directions.
- 90 percent of content created for sellers is ignored, while 74 percent of sellers re-write the material or create their own. (Studies by Savo)
Enabled personnel better represent your brand and products and are likely to be more successful at each and every stage of the sales process, generating and converting more business while also reducing miss-selling costs.
Well-considered and structured partner programs will reward and secure your top channel partners while motivating other channels to aspire to higher levels within the program, so as to obtain the corresponding program benefits and in doing so win more business for you. A partner program will lay the foundation for a mutually beneficial business partnership.
Online technologies are critical to supporting successful enablement and partner programs, whether that is simply providing a partner portal for access to partner assets, or providing integration solutions for such items as lead tracking or order placement.
To explore these topics, and the approach to achieving successful enablement and creating a motivational and progressive partner environment, Scorchsoft have created this paper.
Scorchsoft combines leading practices and partner technologies to maximise channel performance. For further information, please contact us now.
Key topics covered
- Sales and partner channel enablement
- Structured, progressive partner programs
- Partner portals and partner assets
- Lead tracking and order placement integrations
Sources referenced
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Maximising business from high performing partner channels is available on request. Get in touch and we will email you the full paper.
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