Telecom sales reps can provide the experience and personalization that propels your brand forward but inspiring this channel to sell your products is a constant challenge.
How do you teach your reps to position video and voice as collaboration tools?
How do you incent them to upgrade customers from desk phones to transportable headsets?
To ensure a proactive and empowered channel that delivers double-digit revenue growth you need to create timely incentive programs, training programs and build a sound ecosystem. Eliminate time and unnecessary steps for pulling content and make it a seamless process so your reps can spend more time focused on selling your solution instead of downloading your competitors’ brochures.
TIME & TRAINING IS MONEY!
Your direct sales reps are living your brand, but the channel partners have other companies they represent. Ensure your content has afresh, proactive feel with the right CTA’s. You need to educate your reps to use compelling reasons for their clients to buy and how to turn functionality into selling features and the right reason to buy.
Here are some considerations:
Incent your reps to enable your enterprise customers to adopt Teams and Zoom.
Teach your reps to position video and voice as collaboration tools.
Reward your reps to upgrade your customers from desk phones to transportable headsets.
SHAKE UP INCENTIVES
Maximize revenue with sales incentives that offer exciting experiences, merchandise and cash spiffs to appeal to today’s multi-generational workforce, keep sales momentum high and engagement optimized. Consider rewarding reps for activities that lead to a qualified sales lead, so if they conduct a demo or host a webinar you can offer them a bonus.
Remember to review your sales incentives for clarity. It’s your job to present programs with clear language and to communicate effectively and consistently with your channel reps.
BUILD A STRONG TELCO COMMUNITY
Engaging the channel is different than motivating your own workforce. You need to inspire your channel partners to sell your products and services, over and above those of your competitors – who will also be clamoring for attention. 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. The payoff for a channel community for reps can take a little longer, but the dividends can be significant. Have a distinct look and feel and ensure it is accessible through a simple channel program platform.
Give your reps multiple ways to engage and earn rewards through gamified contests, promotions and completing training modules.