November 18, 2019

3 Great Tips To Kickstart Channel Rep Performance | ChannelAssist

In-direct sales reps can provide the experience that propels your brand forward, but inspiring the channel to sell your products is a constant challenge.

Brooke Friendly

channel partner loyalty

In-direct sales reps can provide the experience and personalization that propels your brand forward but inspiring the channel to sell your products is a constant challenge. Financial compensation is just one piece of the puzzle to motivate salespeople to embrace and champion your brand above all others.

 

Here Are 3 Great Tips To Kickstart Channel Rep Performance

1. Refresh Your Content

Your direct sales reps are living your brand, but the channel partners have other companies they represent. Ensure your content has a fresh, proactive feel with the right CTA’s. Is your content direct? Does it need more visuals? Look at the usage rates and consider streamlining the content offerings to remove or combine rarely-used materials.  

Have a consistent look and feel and ensure it is easily accessible through a simple channel program platform. Eliminate unnecessary steps for pulling content and make it a seamless process, so your channel reps can spend more time focused on selling your solution instead of downloading your competitors’ brochures.  

2. Shake up Incentives

Channel sales reps are attracted to partners that present clear, obtainable, and fair incentives.

Reward reps for activities that might lead to sales. So if they conduct a demo or perform some other client activity, then give them a performance bonus. You’ll of course want to review their performance to be sure they’re closing at a good rate, but this is a great way to jumpstart the reps’ interest.

Review your sales incentives for clarity and fairness. If the channel rep community is clamoring for changes, then listen and make adjustments. Word will get out if you make rep-friendly adjustments.

The roll out matters. It’s your job to present incentive plans with clear language and to communicate effectively with the reps.  Many programs have failed not because they don’t offer the chance for high earnings, but because the roll out was bungled.

Bundle together different types of promotions to increase rep activity. For example you could offer market development funds (MDFs) to build brand awareness, offer monthly contests, and incentives for finishing training modules or videos. Give the reps multiple ways to engage with you and earn.

3. Build a Community

The payoff for a social community for channel reps can take a little longer, but the dividends can be significant.

Consider building invitation-based content pages for channel reps. The purpose of such pages/forums is to provide a platform for the sharing of best practices, so you can build a knowledge base of immediate answers.  Reps should dive into such communities to build a presence and set themselves up as a person who can fix problems and connect people together.

As the community grows it becomes a powerful value-add that channel reps can trumpet on their sales calls and visits. It’s a subtler “kickstart” then an incentive program, but it does help your brand stand apart and can make the sales easier for the rep.

Your Suggested Articles

11 ways to get stakeholders buy-in for your incentive program

Read Now

4 Reasons to Engage Reps Equally for Revenue Growth | ChannelAssist

Read Now

Knowledge = Money.
Join the ChannelAssist community and make more money in the channel.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Knowledge = Money.
Join the ChannelAssist community and make more money in the channel.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Read next

Oct 4, 2021

Your Partners and Channel Reps Expect more than Spreadsheets

70% of sales come from indirect channels, thanks to Partners and Channel Reps Many businesses still conduct their channel incentive programs using Excel, leading to a disappointing partner experience.

Read More
Oct 4, 2021

Your Team deserves better than Spreadsheets

Many teams fall into the habit of using Excel to manage their Channel Incentive Programs. Spreadsheets, unfortunately, aren't up to the challenge of managing a complex beast like the Channel Incentive Program.

Read More
Sep 27, 2021

Excel is the wrong tool for your Channel

60% of companies today still use Excel for their channel incentive programs. Despite the availability of Channel Incentive Management software. Relying on old technology means you aren't keeping up with your competitors.

Read More