A world-class channel program does not only focus on managing the partner base by providing partners with training, marketing tools and sales programs, but also enables partners’ sales reps to get better at closing deals and opportunities. In order to achieve this sales enablement goal, an organization selling through the channel must enable its channel sales reps with latest sales techniques, tools and methodologies. Since products and solutions evolve at a rapid pace in today’s environment, it is essential that partners’ sales reps have access to all relevant methods and tools when they need it. This is where partner sales management activities come in.
A best-of-breed Partner Sales Management (PSM) platform can enable partners sales rep to get significantly better at closing newly developed opportunities. Organizations that have deployed, or are in the process of deploying, partner portal and other sales tools that provide partner training, documents, battle cards, competitive analysis, etc., are certainly poised to take their channel based sales processes to the next level of sales efficiency and effectiveness. By deploying ZINFI’s Partner Sales Management (PSM) platform an organization can deploy digitally integrated sales capabilities using stage by stage selling and training processes. As partner sales representatives sell products and services, they also learn how to answer questions related to each sales stages, and track what the end buyers are interested in through digital tracking methodologies. This provides enormous insights to partner and vendor organizations regarding sales tools, assets, methods, etc., to continuously improve tactics so that overall sales costs go down and sales closing rate go up.