In order to have a successful channel sales business, you need to have an effect channel sales strategy in place. The strategy requires careful and thorough analysis, a thorough understanding of the channels and an effective management of the channel sales partners.
Today, channel sales are extremely competitive with many businesses jumping into the fray. That is why it is important to look for an effective way to increase channel sales and channel revenue, so that it is win-win collaboration for all parties involved. Unfortunately, it is easier said than done, as many businesses look at short-term measures for collaboration rather than focusing on long-term goals and benefits. This causes the businesses to adopt stop-gap measures. What businesses involved in channel sales need is effective collaboration software that connects the sales force with the channel partners and streamlines processes within internal and external teams.
Using Collaboration Software to Increase Channel Sales and Channel Revenue
Businesses should closely look at a collaboration software that helps not only to increase collaboration between the sales team and channel partners, but aids in driving more leads and manages the entire partner lifecycle.
Effective collaboration software should offer the following benefits:
Managing Entire Partner Lifecycle
The channel partners should be able to register deals in a secure manner, make requests for marketing funds, get access to information that helps them do business with your organization in a seamlessly manner and collaborate with your organization on different opportunities. As a result, you will get direct access to the activities and performance of your channel partners and you will be able to step in as and when required to take corrective measures.
Branded Partner Portal
The software should be easy to install and use. Above all, you should be able to brand it with your company name and logo. This will create a sense of belonging and loyalty amongst your channel partners, who will view the sales and revenue generation with a different perspective. It will become a true partnership instead of being an ‘employer’-‘employee’ relationship.
Facilitating Relationship between the Sales Teams
Many channel partners have their own sales teams to manage their sales. Hence, with good collaboration software, you can ensure that your company’s sales team can connect with the channel partner’s sales team. As a result, there will be smooth flow of information between the two teams and this will happen in real-time. Things, such as contact, different sales activities, leads, accounts and opportunities will be easily accessible by both teams at any given point.
Anywhere Access
Many times, it has been seen that when channel managers are away from office, output and productivity gets affected as the managers cannot get access to the relevant information and data. However, a high-quality collaboration software will ensure access to information from remote locations to ensure that your organization constantly strives to increase channel sales and channel revenue under the supervision of the channel managers.
With the right collaboration software in place, businesses can improve their channel partner relationship and this will, in turn, help to increase channel sales and channel revenue. The software will help you manage your partners in an effective and smooth manner, increase the number of partners, improve all channel management functions and processes and offer greater transparency to all parties involved.
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