There are many ways to increase channel partner sales, but using a sales enablement toolkit can push your profits when implemented properly. It says a lot about sales enablement that 88% of those who use enablement tactics describe their process as being strategic as opposed to operational. Strategy is the keyword here, in that with the same effort you are accomplishing more.
A critical component to sales enablement is providing your channel partners with a playbook to follow for each step in the process. This includes important stepping stones within the initial learning phase to the evaluation and research stages, and continues all the way through planning and implementation phases.
Sales Enablement Playbook
On top of having a playbook for the entire process, having templates for other facets of partner sales enablement can be useful as well. This can include marketing tools such as buyer personas, case studies and whitepapers, to sales tools like sales presentations and proposals.
Models to Chart Status
With your playbook defined for your partner sales enablement process, it’s nice to have a check of where your partners are on the spectrum. A model for sales enablement maturity can help you dive into the benchmarks for various aspects of partner sales enablement, and see where particular partners fall in the maturity model.
As well, a lead generation model can help you benefit from having a process in place for helping to nurture your channel partners’ leads. With a template for presenting already set, you can determine which practices will work best for their needs, and disseminate the information to your partner team accordingly.
Finally, having the capability to access items in your sales enablement toolkit from any device is crucial. Your channel partner sales teams don’t need to be chained to their desks all day to have the information at their fingertips, and can find the answers they need at a moment’s notice.
This isn’t just the ability to pull up documents or webpages on their phone. It’s having a platform optimized for their phone’s screen and user interface. That way, they aren’t compromising at all when they leave their desk.
Editor’s Note: This post was originally published in June 2016 and has been revamped and updated for accuracy and comprehensiveness.