Achieve performance by harnessing collective power. Build an effective and reliable sales channel, market, or alliance. Create Partner loyalty and mutual success.

Selling ' through' is different from selling 'to'. A different set of skills and habits come to the fore in building an effective Partner network or Alliance. This course provides a bridge between traditional, end user sales capability and the special demands of selling through Partners.

• Up to four half-day or two one-day sessions spread over several weeks or delivered consecutively
• Post session exercises, practise assignments, and reviews reinforce learning and help establish best practice habits
• Tools, templates, frameworks, and examples act as aid memoirs, save time, and aid adoption of best practice methods
• Managers have more time to focus on results because they have less need to fulfil the role of coach and trainer
• Increased job satisfaction reduces sales staff churn, increases performance, and reduces costs
• Wider adoption of best practice behaviours, habits, and methods increases sales productivity, consistency, and results

More than 74% of all B2B sales alliances including Agents, Dealers, Resellers, OEMs and those pursuing common customers with complementary products, fail to achieve expected levels of business.

Sales partnerships are easy to come by and very difficult to make work. In this course, learn how to develop lasting and profitable partner relationships. In addition to acquiring a method for success, participants gain hundreds of ideas, tips, and procedures for helping Partnerships succeed. You will be able to put what you learn to good use immediately.

Who should attend:

All those who are responsible for setting up and maintaining B2B sales partnerships will benefit from this course. Typical roles include agent sales managers, dealer and reseller account managers, distributor account managers, OEM sales people, and alliance managers.

Course Objectives

• Distinguish between selling to and selling through
• Meet the challenges inherent in selling through
• Separate worthwhile partners from the opportunists and time wasters
• Step into the shoes of partner principals to see from their perspective
• Gain easier access to partner principals and senior executives
• Use management consulting tools to help partners grow their business
• Develop trusted advisor status with partner executives
• Develop strategic partner status for your company or organisation
• Educate partner staff through effective motivation and training
  
• Develop sales skills amongst partner staff
  
• Increase partner commitment through shared planning
  

Selling through Partners 2 Day Course

Fees range from £670 for places on a public course down to £418 per person for an in-house programme, depending on numbers. Self led study with coaching support is available for £210.

The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, ongoing performance tips, and career long support. All fees exclude applicable VAT.

For large numbers we offer a licensing and certification option to enable self delivery of this course. To find out more, please use the contact form here. Alternatively telephone +44 (0)118 933 1357 or send email to info@salessense.co.uk