1. Define KPIs

When entering into collaboration with new channels sales partners, then it is important to agree on the KPIs for the partnership. It is crucial to make some tangible and quantifiable KPIs for your sales performance to both your company and your channel sales partners, otherwise there is simply no way of evaluating the success of the partnership.

2. Automate reporting

This step is really what makes all the difference when it comes to time spent on managing channel sales partners. Automatize the reporting that shows how your channel sales partners perform according to your KPIs and get an overview of them and their activities.

Learn why partner relationship management (PRM) could be the right system for you.

3. Benchmark channel sales partners

When you have an overview of the activities and performance of your channel sales partners you can identify who is performing better than others and what activities these specific partners do. Basically, you benchmark their sales behavior to see who stands out.

Read more about channel sales here.

4. Apply best practices

With an overview of your channel sales partners and their performance, you can identify the top-performers and more importantly, how they sell. Collecting and applying these insights allows you to effectively empower the channel sales partners who do not fulfill the KPIs.

5. Optimize training

One useful way to apply your best practices is in the optimization of your training material. Some channel sales partners might need to complete more product training while others might need some sales training to excel. All the best practices for selling which you have gathered from top-performers can easily be shared with other channel sales partners in training material.

Read more about optimizing training in your learning management system (LMS) here.

It all comes down to collecting the right data, filtering it to fit your business objectives and applying the insights. After all, we live in a world with data abundance but little insights into the numbers. Get in touch with Napp and learn how to get insights from your sales data with Napp® and make your channel sales partners excel.

Find out how Napp® can benefit your business: Ask an expert