Technology in the channel is great. When it works. The right channel sales tools help teams achieve channel key performance indicators (KPIs). And when a channel team is hitting its KPIs, this increases channel sales and boosts company revenue. The best tools facilitate automation, communication, and collaboration. They drive accelerated performance through training, data, and reports.
However, with so many tools available, it’s essential to invest in the right ones. In this article, we’ll review the difference between good and bad tools. And we’ll show you how you can avoid this problem and pick the right tools for your needs.
Let’s review why using the wrong channel sales tools can kill scalability.
Obviously, the best tools are those that boost your partner’s workflow. But even the best ones require at least a short-term adjustment in behavior to adapt to the new way of doing things. However, these changes should be mostly positive and match the current workflow of your reps. The wrong sales channel sales tools are those with a tedious onboarding process that impacts their workflow in the long run.
Most sales acceleration tools may say they integrate with Salesforce, but many times, they do not. In these situations, IT teams are required to pick up the pieces and develop expensive custom integrations so you can sync them with your CRM. Flawed integration can slow your team down and create unnecessary burdens for your Salesforce and IT departments.
Equipping teams with acceleration software should enable them to gain insight and improve effectiveness. The best tools filter data and leverage situationally specific metrics to ensure that partners are always empowered to sell. However, the wrong tools add extraneous custom fields and come with poor reporting capabilities. These tools slow reps down, clutter your CRM with too much information, and make the sales process as clunky as these tools’ user interfaces.
Generally, channel programs have dozens of components, in addition to their acceleration tools. However, it’s important that your software contains a mix of partner incentives, training, sales, and enablement elements. Those that don’t can lead to an inconsistent customer experience across your partner channels. To avoid siloes, partner sales tools must facilitate communication, enhance synergy, and drive engagement.
Unsure how to pick the right tools? Answering the following questions can help.
Evaluate your needs.
Consider the user experience.
Evaluate its onboarding and training capabilities.
What’s worse than not having the right technology? Having disjointed tools that don’t integrate with each other. Allbound takes the idea of the outdated partner portal and turns it on its head by accounting for the entire sales and marketing ecosystem. Allbound facilitates partner relationships and drives comprehensive results and initiatives. From robust features and integration to partner onboarding and training processes, Allbound is designed to cater to the demands of the modern channel.