B2B Indirect Sales
Accelerate Channel Sales
Indirect sales operations can be difficult to get right. It is often said that indirect selling isn’t really selling; influencing others to sell and close on your behalf can be very challenging. MarketSource has a strong history of successfully executing indirect sales missions by bringing the key success elements together and we can do that for you.
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Sales Channel Profiling
A key to successful indirect sales 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 to drive the results you expect.
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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, keep your product or solution top of mind, and activate your sales channel. We work with you to develop the right hiring profiles, which 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.
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Compensation Plans
We have 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.
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Technology
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, and training and mentoring tools.
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Performance Management
The complexity of indirect sales operations 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 indirect sellers that include partner engagement to ensure they are 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 positions your brand as the go-to brand.
