That is undeniable. How big is your investment in training and empowering your international sales partners? Generally “not big enough”!
53% of channel partners consider existing content provided by companies/manufacturers to be mediocre or worse.
But it is in your interest to provide the best possible training to all those who sell your company’s products or services – agents, resellers, distributors, wholesalers, consultants, contractors and franchisees. In this way, you not only promote partner enablement, but also ensure that you have a competitive, well-informed and knowledgeable sales team outside the boundaries of your organisation.
Partners are more likely to close large deals if they have in-depth product knowledge and deeper sales and communication skills.
Online partner training saves your company money: no more travel or accommodation costs and no more expenses for trainers.
If you give your partners a proper welcome, you are more likely to build strong relationships with them and make your representatives more results-oriented.
After acquiring a new partner, start quickly with targeted onboarding. Because if a partner does not start marketing and selling your offer within the first 90 days of recruitment, it is very likely that they will never start.
Keep onboarding highly efficient. Busy channel partners will appreciate training material presented in small packages. Show respect for their time while forcing them to focus on the most important content.
73% of partners say vendor channel programmes are too complex.
Channel Partner Education includes, beyond onboarding, ongoing training focused on your brand, products and services as well as your compliance and sales principles.
Turn your partners into brand ambassadors by giving them insights into your company, including your corporate values.
Give your partners a comprehensive understanding of your products, including features, benefits and potential applications.
Give your partners the right knowledge to communicate with customers and sell your products better.
Supporting compliance with internal company regulations and the implementation of training on safety and protective measures.
Continuous training makes sense for your partners as well as for you. Your channel partners always stay up to date and can benefit from networking effects. You benefit by collecting feedback from your channel partners on your training, products and services during and after the training. This helps you to improve your training programme as well as further develop your products and services. A well-trained partner also often reduces support costs when things don’t go as expected. This is because they are knowledgeable enough to sort things out themselves.
But be aware! The success of your channel trainings stands and falls with the acceptance of the trainings by the partners. We work with you to increase channel partner engagement within trainings by increasing the effectiveness of trainings and explaining their impact on sales initiatives. Accessible product knowledge and sales materials ensure that your partners, your customers and the end user benefit. For effective channel partner training, we focus on learner engagement and what is important to them from the start.
If you structure the content correctly and provide it in a modern format, channel partners will look forward to using your training resources.