Program Benefits

• Increase Productivity and Revenue from Channels
• Help Direct Sales Force Transition to Channel Model
• Model Successful Sales Approach to Channels
• Keep the Competition Out
• Leverage Channel Relationships to Maximize Return On Investment

Who Should Attend

• Channel Managers
• Direct Salespeople with Channel Responsibility
• Sales Managers
• VP Sales
• Senior Sales Executives
• Channel Sales and Technical Support

1-2 Day Program

3 Stages of Development

• Acquisition
• Developing
• Self sustaining

Managing Your Territory with and Through Your Channels

• Defining Your Territory - Matching Your Channels
• Ranking Your Customers and Prospects
• Working Your Sales Funnel with Your Channels
• Analyzing Each Sales OpportunityQuickly
• Lead Distribution Methodologies
• The Time Mastery Profile™
• Time Management Checklist - Territory Management Checklist

Channel Expectations

• Channel Facts ­ Channel Trends
• Why Partner?
• What Do Your Channels Expect from You?
• What Do You Expect from Them?
• How do They View You?
• How do They View Them?
• How Must We View Each Other?

Increasing Mindshare with Your Channels

• Techniques To Improve Mindshare
• Why Is Mindshare So Important?
• Relationships -  4 Stages

80/20 Rule and How It Applies

• Focus on Your Top Opportunities
• Managing the 20% Gracefully

Guidelines to Success

• 10 Rules for Success

Working with Your Channels to Increase Revenues

• Supplementing Your Channel's Strengths and Weaknesses to Drive Business

Increasing Your Channels' Competency

• Techniques to Improve Their Competency to the Same Level as Your Own People

Getting Your Channels Excited and Motivated

• What to Do At Sales Meeting with Your Channels
• Sales Teaming
• Developing Joint Strategic Business Planning

Conflict Scenarios ­ Role Play

• Public Bid
• National Account
• When Partners Meet
• Channel Manager Role in Conflict
• Account Manager Role in Conflict
• Working with Multiple Partners in the SameSales Situation