Indirect sales operations can be the most difficult to get right. It is often said that indirect selling isn’t really selling, and the reality is that influencing others to sell and close on your behalf can be very challenging. MarketSource has been successfuly executing indirect sales missions be bringing the key success elements together and we can do that for you:
A key to successful indirect sales channels is channel profiling, assessing and ranking. Whether partners, resellers, or integrators it is critical you understand the goals, competencies, and revenue profile of the channel.
We work with you to develop the right hire to and train to skills and profiles for candidates. These profiles drive our recruiters and instructional designers to ensure you have the “A” team on the first day of selling.
MarketSource has deep experience in developing compensation plans that drive the right behaviors and ultimately attainment.
MarketSource has experience applying these success factors to IT, software, telco, finance, traditional manufacturing, healthcare and insurance, automotive dealer channel development, service and parts. Let us do a free assessment today and get started on making your number.
Sales Channel Profiling
A key to successful indirect sales channels is channel profiling, assessing and ranking. Whether partners, resellers, or integrators it is critical you understand the goals, competencies, and revenue profile of the channel. It is not unusual for a “small” partner to be ignored only for that partner to be doing significant revenue with your competitor. MarketSource has a channel profiling approach that ensures your channel is built with the right partners in the right places. The outcome of these profiles drives account touch and territory plans that activate your channel drive the results you expect.
Hiring Profile and Training
Indirect sales success starts with the right hiring profile. Successful direct sellers don’t always make great indirect sellers. It is critical that indirect sellers are great influencers to drive your brand preference, be available to answer questions, train channel partners on everything from competitive landscape to key features and benefits, be advocates and keep your product or solution top of mind and activate your sales channel. We work with you to develop the right hire to and train to skills and profiles for candidates. These profiles drive our recruiters and instructional designers to ensure you have the “A” team on the first day of selling. We can also leverage talent assessment technologies to strengthen the probability of perfect hires.
MarketSource has deep experience in developing compensation plans that drive the right behaviors and ultimately attainment. Our model is a fixed and variable model just like your sales teams. We leverage leading and lagging indicators to ensure sellers put the right effort in the right places so you can attain your goals.
MarketSource is constantly assessing new sales enablement software so you don’t have to. With a robust Salesforce competency, we are regularly testing integrated tools that bring a level of AI and predictive technologies in support of seller productivity, management, training and mentoring tools.
The complexity of indirect sales operation is heightened through the need to drive performance in two areas – your indirect sellers and your channel partners. MarketSource has a proven performance management methodology that drives the performance of each. We leverage key leading indicators with the indirect sellers that include partner engagement – are they building the relationships required to influence channel partner capabilities and performance? We also have a proven approach to driving channel partner performance by understanding their goals, aligning your value to their goals, and providing a level of support that has your brand as the go-to brand.