Your business will grow faster when you train your channel partners the right way! Just as you would invest time in training your own team, when you spend quality time with your partners the payoff is huge – your sales can climb even higher when partners learn about what makes your products exceptional.
Some organizations struggle to get partner training right – you might feel frustrated when partners miss selling points or don’t push your products as hard as they could. Maybe you have tried training before. But your partners seemed bored or distracted (sound familiar?). Don’t worry – you’re not alone.
You can turn these situations around with a solid game plan. Start small and focus on what drives success for your partners. Show them exactly how your products solve actual customer challenges. Give them the tools and expertise they need to close deals confidently! Once partners see tangible results, they’ll get excited about selling your products. The better you train them, the more loyal they become to your brand.
Let’s jump into it!
Define Channel Partner Objectives
You need clear goals to make your channel partner program work right. Start with figuring out exactly what you want to get done. Maybe you’re looking to sell more products, reach new markets or just bring in more money! Just make sure these goals match up with what your company wants.
Next, you’ll need some real numbers to shoot for. Think about the specific metrics you can actually measure. Maybe you want your partners to bring in 20% more money in the next six months. You might also be trying to get 30 new partners on board before summer hits in your area. When you spell it out like this, your partners know exactly what they’re shooting for.
Your company probably has some big plans of its own, so make sure your partner goals fit into that bigger picture. Let’s say you want your customers to be happier – you might tell your partners to shoot for an 85% satisfaction score! You can track this through regular check-ins and customer feedback.
Here’s where teamwork comes in handy – create a system where everyone knows what they’re supposed to do as a team and on their own. You should get together to talk about how things are going. Your partners can share what’s working and what’s not and bounce ideas off each other. That’s when the real magic happens – when everyone puts their heads together!
Looking to learn more about an incentive, rebate
or reward program for your business?
DemoCurious about costs?
Try our instant pricing calculator:
Keep score along the way. Track things like revenue from partners and new customer sign-ups. Meet up regularly to discuss successes and areas needing improvement. When you and the partners stay aligned, success follows naturally.
Provide Comprehensive Product Training
You’ll boost customer satisfaction and keep them coming back when you learn how to help them with products and fix their problems! Your partners can now connect better with customers and adjust their sales strategy with this knowledge. You’ll stay ahead of other businesses in this competitive market.
Get started with some basic product training – learn what makes the product, how it works, and the best ways to install it! You’ll want to talk about more advanced topics, too, like solving tricky problems and examples. Keep some useful guides and manuals nearby for quick answers when you need them.
Nothing beats seeing demonstrations in action. Watch the live demos to get some real experience with the products. You’ll feel way more confident selling and helping customers after seeing how everything works up close. Stay up-to-date through online training sessions and webinars about new features and industry changes!
Make the learning fun and memorable. Take some quick quizzes, practice with mock scenarios, and test yourself to reinforce what you’ve learned. Short, bite-sized lessons work well – you’ll learn steadily without feeling overwhelmed.
Smart partners stay on top of market patterns. Learn about your customers – who they are, what they buy, and why they choose it. You’ll connect with them better and adapt faster when changes happen. Want to show off your expertise? Go for certifications – they demonstrate your knowledge, and regular updates strengthen your skills.
Set some clear goals for yourself. Track your completed courses and earned certificates. Monitor your progress through metrics like sales ramp time and revenue growth. Share your feedback through surveys and calls – it shapes future training to match your needs.
Mix up your learning style with different types of training activities. Jump into webinars, take online courses, or attend in-person sessions. Access resources through an online portal or knowledge base whenever you need information.
Develop Effective Communication Channels
You need practical ways to talk with your business partners – it’s that simple! When you speak it usually helps everyone to stay on the same page and address problems right away. Your partners will learn exactly how they can sell your products and services when you communicate well with them.
Jump on a video call every couple of weeks (or hop on some quick weekly conversations) using tools that everyone can access. These conversations let you check on how everything is going and fix small problems before they become big problems!
Get your hands on Microsoft Teams or set up a dedicated partner website. These places make it very easy for you to share files and build a real community with your partners. Everyone stays up to speed on what’s happening with your brand without having to dig through endless email chains.
Remember to ask your partners what they think about everything. Set up quick surveys – create easy feedback forms and make time for one-on-one conversations. Your partners share exactly what works and what doesn’t. This feedback strengthens your business relationships.
Keep it real with your partners. Tell them exactly how you measure success and what you expect from them. When you’re honest and direct about everything, your partners will trust you more and bring their useful ideas to the table.
Share news about your company right when it happens. Send out quick updates about new products or interesting industry developments through regular newsletters. Your partners will feel like they’re part of your team when you keep them up-to-date.
Listen up when your partners talk to you! When they bring up problems or share ideas, take action right away. Nothing kills a partnership faster than feeling ignored, so show up when they need you.
Pick the right way to share different types of information. Jump on a video call when you need to talk through big updates. But follow up with email for formal announcements. Your message hits home better when you deliver it the right way.
Make your communication smooth and reliable. Don’t ask your partners for the same facts twice, and keep your message steady across all your channels. Your partners will like how easy it is to work with you.
Implement Incentive Programs
Money motivates your channel partners! Your incentive program shapes how hard the partners push your products and if they choose you over the competition.
You can receive solid results from giving some cash rewards like rebates and SPIFFs. Give your partners a percentage back after each sale through rebates – this keeps them selling month after month. SPIFFs help achieve shorter-term goals – this makes a real difference when you launch a new product and need quick wins. Cash bonuses reward your partners for hitting their targets – that drives them to sell more.
Recognition matters just as much as money to your partners. You can make them feel liked by hosting VIP events just for top performers! Status levels and awards give them something to brag about and push them to reach higher goals. Think of it like a game – partners love moving up through different ranks and earning badges of honor.
Your partners will work harder when you give them exclusive perks. Deal registration lets them claim opportunities first and pocket bigger margins. You can pay them for bringing in new customers through referral fees. Free training and useful resources help them learn your products inside and out. This fires up your sales numbers.
Many businesses see sales jump by 32% or even 40% after starting an incentive program. When partners know there’s a reward waiting, they put more effort into marketing and pushing your products. They stick with you longer, too – especially when competitors try to win them over.
Mix up your rewards program instead of just throwing money at partners. Keep your program very simple so partners can actually use it. Work with them to set goals they can hit without burning out.
Never hurt partner payments or drag your feet on rewards. Quick and accurate payments build trust and keep partners happy.
Monitor Performance Metrics
You need some clear numbers to see how your partners are performing. Looking at sales figures, deal sizes, and conversion rates shows you exactly how much money each partner brings in. Looking at their deal registrations and average sale amounts reveals which partners have the most potential!
Keep tabs on how your partners use the resources and training materials you provide. The number of times they log into your portal and complete training courses tells you who’s committed – you’ll quickly spot which partners make the most of your tools and absorb what you teach them.
Your partner’s happiness drives long-term success. Quick surveys and NPS scores reveal what they honestly think. Partner retention rates over the years show how satisfied they’re with your program.
Getting partners up and running smoothly sets the tone. Track how quickly they complete onboarding and finish assigned tasks. Watch how they treat your customers through retention rates and satisfaction scores.
Modern software streamlines tracking these metrics! Partner management tools consolidate all your training and performance data into one space. Scorecards help you compare partners side by side. Regular check-ins catch problems early.
The right tools help you monitor everything. Your CRM tracks deals and sales numbers, while your partner portal shows resource usage. Basic surveys capture partner feedback, and practical analytics tools process all those numbers for you.
Smart rewards programs motivate partners effectively. Monitor mutual profitability to ensure sustainable growth. Watch for signs of partner churn – losing valuable relationships impacts your business.
Sales numbers paint the real picture. Deal registrations and sale sizes reveal who hits targets and closes quickly. Training stats highlight which partners grasp your content and which need support.
Marketing results and lead response times indicate partner commitment to growth. Customer satisfaction scores by partners showcase service quality. Portal and material usage patterns demonstrate who puts in consistent effort.
Offer Ongoing Support
You need to give your partners steady support to help make your channel partnerships work well. Your partners should be able to get their hands on marketing materials, product news and how-to guides whenever they need them. This way they can know exactly what to say when customers ask questions!
When you give your partners a direct line to technical help they can solve their problems faster and feel more confident doing their job.
Make marketing materials that fit what your partners actually need. You should create sales tools and product info that matches their specific markets – it helps drive more sales. Introduce ways to keep their knowledge fresh through regular training sessions to keep your partners sharp on product facts and show them new ways to sell.
Set up one main location for all your communications. You might use email addresses, talk programs, or an online partner center – whatever works best. Just make sure everyone can find the latest news and resources. And ask your partners how everything is going! You can send out surveys or talk with them one-on-one.
Take time to look at how well your partners are doing. Give recognition to the ones crushing it and help others improve their game. Stay in touch, too. Quick responses show your partners you have their back.
Create a clear path for all new partners starting out. Give them their own support person who knows their specific challenges. This personal touch sets them up for success from day one.
Remember that training goes on and on. Keep running webinars, online classes and training meetups about new products and industry updates. Your partners need to stay current with all of the changes.
Give your partners solid resources to thrive – from dedicated support staff to materials made just for them. This kind of commitment builds lasting partnerships that get real results.
Collaborative Relationships
Your relationships with your channel partners need strong foundations built on trust and open communication. You can get the best results when you treat your partners as true teammates who share your goals and vision for success! Regular check-ins, dedicated support channels, and easy-to-use partner portals help make sharing information natural and effortless.
Want your partnerships to soar? Make sure you’re heading in the same direction – spell out what you want to achieve together. Define who’s handling what tasks and how you’ll address challenges as a team. Your partners bring useful plans to the table. Listen to what they have to say and loop them into decisions. They’ll like being treated as equals instead of just another vendor.
Getting your partners up to speed doesn’t have to be tricky. Give them complete training on your products and practical sales strategies right from the start. Keep the learning going with regular training sessions and arm them with useful tools like sales guides and presentation templates. When you support their success, you’re actually investing in your own.
Money conversations matter. But recognition matters too! Set up a rewards program that celebrates your top performers with financial incentives and public praise. Don’t just set it and forget it though – check how everything is going and ask partners what’s working and what isn’t.
Technology can really help you manage partnerships. Reliable partner management software lets you track metrics and keeps communication flowing. Just make sure everyone knows the best ways to stay in touch and how they should expect replies.
True partnerships take time and attention. Schedule regular meetings to catch up, share updates, and work through any obstacles in the road. Show real interest in their challenges and victories. When you put in the effort to build authentic connections, you’ll see it pay off in stronger partnerships.
Remember to get everything down on paper – a clear contract keeps everyone on the same page. Then, start working together on marketing campaigns and making the most of each other’s strengths. Your success and your partners’ success go hand in hand.
Level Up Your Incentives and Rewards
When you train your channel partners, it works better if you make it personal to them. You’ll get solid results by shaping the training around each partner’s actual needs. Take the time to find out exactly what your partners need to know, then match it up with your business goals. You and your partners will thrive when everyone’s pushing toward the same targets.
Your partners pick up more useful skills with training that fits them perfectly. No time wasted on stuff they don’t need – plus you’ll save money. Your partners appreciate that you’re investing in their growth. They stick around longer and work harder because they see you care about their success. This personal approach sets you apart from competitors.
Think about how your partners learn best. Some prefer online courses, while others get more out of hands-on workshops or live training sessions. Let your partners pick what works for them – they absorb more when they’re comfortable with the learning style.
Level 6 knows how to boost your business with smart incentive programs. Watch your sales team’s numbers climb and keep your employees fired up with our proven services. Want to reward your team? Our branded debit cards, recognition programs, and sales incentives are ready to go (no waiting). We build everything just for you. No cookie-cutter programs here.
Give us a shout for a free demo, and watch your ROI and sales numbers shoot through the roof!
Claudine is the Chief Relationship Officer at Level 6. She holds a master’s degree in industrial/organizational psychology. Her experience includes working as a certified conflict mediator for the United States Postal Service, a human performance analyst for Accenture, an Academic Dean, and a College Director. She is currently an adjunct Professor of Psychology at Southern New Hampshire University. With over 20 years of experience, she joined Level 6 to guide clients seeking effective ways to change behavior and, ultimately, their bottom line.
