Partner Sales Acceleration Blog | Allbound

How to Motivate Channel Sales Reps to Sell More

Written by Katie Propati | June 09, 2016

It goes without saying that the fundamental character trait for a top-performing sales rep is motivation. Ambition, drive, determination: Call it what you will. But at the end of the day, your channel sales reps have to overcome countless hurdles and obstacles’ with a smile on their face and a deep-rooted desire to succeed.

While your organization should do all it can to partner with companies that hire self-motivated reps, keeping your partner and their reps focused and driven should be a primary focus.

Below are four suggestions on how to motivate channel sales reps. 

1.Pay Attention to Onboarding

Generally, channel partners are selling for more than one organization. Sometimes, they are selling for your direct competitors (gasp!). And simply put, reps will sell solutions that ensure they make their targets and commissions.

It’s up to your organization to make it easy for your channel reps to sell.

Simplifying your organization’s processes starts by streamlining its onboarding procedures. Simplified onboarding solutions allow new hires to get ramped up quickly with your products. Automated tools can jump-start the process by providing partners with the ability to engage with your products and generate sales quotes right off the bat.


2. Keep Communication Lines Open and Frequent

Ongoing communication is vital to the health of any business relationship. And today more so than ever, business moves quickly. That’s why your partner reps must always be kept in the loop—anytime, anywhere.

Integrated collaboration tools should allow your organization to reach out to channel reps and centralize discussions. While you may not have the time to talk to your reps in person or on the phone every single business day, it’s important to build relationships over time. At the minimum, check in with your reps on a weekly or biweekly basis.

And ensure that they have clear overview of how communication will transpire. Without efficient communication, your channel reps will begin to lose motivation.


3. Streamline Training Processes        

Unorganized training procedures can make a bad first impression. Excessive, continuous training can lead to even more severe consequences. When you update your solutions or add new products, your channel partners view this as an opportunity for potential revenue stream. And they just don’t have the time to spend hours learning every single detail.

Automated training processes not only help onboard your partners’ employees, they ensure they are continuously learning new products and services while optimizing their time. Integrated software solutions keep your channel reps up to speed with the courses your organization creates, offers certifications to recognize when reps complete training and learning programs, and tracks learning initiatives to help reps succeed.

The key is to train efficiently—not consistently.

4. Provide Feedback

Your channel reps are motivated by money. They are in sales, after all. That’s why it’s important to accurately measure your relationship and provide honest feedback. First, it’s critical to build trust. This means being flexible in making adjustments to improve performance. Second, it’s important to know when a rep isn’t performing—for both your organization and your reps’ purposes.

Software can help track data across myriad apps, users, and systems, making it easy to evaluate individual reps’ performance. Measuring channel behavior and engagement helps illustrate which partners are performing the best, and which would benefit from coaching. By understanding your channel reps’ performance, you’ll be able to provide valuable feedback to build trust and maximize their success.

Do you have any tips on how to motivate sales reps? Share in the comments below!