As a company that sells through channel partners, it is expected that they work towards increasing corporate sales. But depending on others to drive revenue can be a difficult task.
Channel partners are relied on and trusted to perform and meet their goals, therefore, doing an effective job at selling is essential. The challenges companies face with this kind of sales method is; how to get channel partners to go above and beyond to meet and exceed goals? Our answer – motivate them!
Motivation is a key factor in driving the channel sales teams and achieving superior results. With good leadership and motivation, individuals are more likely to perform to their full capabilities, which is exactly what every company wants. Who wouldn’t want a high performing sales team?
Benefits of Motivating Channel Partners
When thinking about the benefits of motivating channel partners, an increase in performance is probably the first, and maybe the only, thing that comes to a person’s mind. Well, we’re here to tell you that there are many benefits to motivating channel partners.
Motivated employees tend to enjoy their job and stay with the company for long periods of time. Motivating channel partners will give a company the ability to grow their channel program into a well-oiled, selling machine.
Create a reputable channel sales program
Motivated and well taken care of channel partners will brag about how great your company is. This helps differentiate you from your competitors and in return, eases the recruiting process to attract partners of interest with talent.
Channel partner development
When a channel partner is motivated, they are not only inspired to meet their goals but they also become driven and seek further training and education. Providing them with those development resources will play in to their growth and success as a channel partner.
Channel partners who are motivated are loyal to the company. When a partner feels as though the work they’re doing is valued, they are far more likely to remain a fan of the company.
Tips for motivating channel partners
Coupled with why companies should spend more time motivating their employees, is how employees should be motivated. Here are a few ideas:
Engage with tools and resources
All employees need tools and resources to complete their job. But to be successful in the job, the tools and resources should be engaging and inspirational. Use internal company content to resonate with channel partners so that they can be inspired to drive higher sales. Channel partner marketing is just as important when attracting channel partners as it is for retaining them.
For more on attracting and retaining channel partners, click here.
Set realistic targets
A part of motivating channel partners is managing and setting realistic sales goals. When channel partners are given attainable targets, they are more likely to succeed. Lowering expectations will not only decrease stress on the sales team but with the right motivation, it will push them to set their goals even higher. The tactic of aiming for less will demonstrate to channel partners that they can meet their goals and the success they experience will give them the drive to reach beyond that.
Praise channel partners
When a channel partner or a channel sales team meets a quota, praise them! Not just when a quota is met, but anytime a goal is achieved or simply because you see a team member who is having a good, productive day. Praising channel partners will make them feel appreciated and valued. It’s a feeling that everyone desires. By simply praising and encouraging channel partners, the company will see a boost in results. We all crave for recognition, implementing a reward program will also help with this.
Incentivize channel partners to increase channel sales
Sometimes it may take a little incentive to motivate channel partners to sell to their full capabilities. An incentive can be something as simple as a friendly competition amongst team members (i.e. top channel sales partner for the month of June will win a $100 pre-paid credit card) or you can build out a full rewards program. Rewards programs have been proven to show huge spikes in user engagement.
Provide channel partners with support and build a relationship
A well-managed channel partner will bring the company success. Sales teams need to feel like they have support. Channel managers and leaders need to be available to build a relationship with their channel teams and provide the proper support needed. Creating a relationship with channel partners can be of great benefit - be a friend and reap the benefits of that friendship.
Seek help when needed
Not every company or channel manager has the time or resources to implement processes to motivate channel partners. Motivation can bring your company the sales support it needs. Think about hiring an internal employee success manager, or implementing an automation tool that can help inspire, motivate, and guide channel partners to success.
Partner relationship management (PRM) portals are an asset to companies that work with channel partners. A PRM portal will not only automate all efforts of your channel marketing, but it will also provide channel partners with the support they need to keep up the motivational momentum.
To find out how a PRM portal works, click here or here to learn more about Magentrix portals' rewards capability.