Channel sales require a plethora of tools to influence the behavior of both the partner and the customer, but most important is visibility. Having the tools and automation in place enables account managers to focus on helping partners drive new business. Eliminating the need to spend time on operational activities such as pulling data from multiple systems and trying to figure out where a partner is at in the sales cycle. Sales enablement in today’s channel requires a suite of different programs all targeted at driving the differing desired behaviors across the multitude of partner types.
Sales teams need to know where they are against targets, what new promotions are available and what more is needed to ensure everyone has a good quarter. Representing achievements visually is a great method of engaging partners as they can clearly see what they have achieved, earned and what is required to get to the next level. The saying of a picture paints a thousand words has never been truer than when it comes to channel sales.